Thu.Aug 08, 2019

Podcast 111: Supporting Women In Sales with Natalie Severino

John Barrows

Joining us this week is VP Marketing Natalie Severino. She’s one of the top names in Sales and Marketing working on making salespeople able to review data that can improve their performance instantly.

Which Sales Org Structure Is Right for You?

Sales Benchmark Index

Far too often, sales leaders look to org structure first regardless of the underlying cause of their performance issues. It is viewed as an easier change to make, and it is likely you have executed or been a part.

Your Weapon Of Continuous Success

The Pipeline

By Tibor Shanto. Overcoming challenges to success is a life skill, not a nice to have. But many struggle to figure out to breakthrough and grow beyond their comfort zone. What most don’t recognize is that they already possess the skills and knowledge to face and overcome challenges.

Video 222

[News Flash] You Can’t Automate Relationships

No More Cold Calling

Do you love communicating with bots? There’s a saying that the future is here. Well, it’s not—not even close. We don’t have a crystal ball, and the future will have stuff that hasn’t even been invented yet.

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.

The Bearded Lady, My Shaving Pattern and Your Sales Pipeline

Understanding the Sales Force

I can grow a pretty decent five o'clock shadow - above my upper lip and only after about a week. Unlike the bearded lady at the circus, when it comes to facial hair, there's really not much there! Dave Kurlan sales pipeline hunting sales prospecting booking meetings

More Trending

The Dangers Of Being Too Salesy (And How To Build Trust Instead)

Sales Hacker

How To 113

How to have great sales conversations, even if you are awkward


The general perception of a salesperson is that of a smooth-talking, effortless extrovert with a magnetism that makes people just want to buy. Everyone wants to be the rep that easily delivers a perfect pitch, […].

Winning Sales: How To Win When You Have an Hour to Present

Anthony Iannarino

The following strategy is for salespeople who are asked to present to a prospect by a broker or agent. Here is how to win when you have an hour to present to a prospect you haven’t met. You might want to read this primer on Value Creation before you read this post. The Temptation to Sell.

Your Sales Team Needs This Trait

Engage Selling

Successful sales teams don’t manifest by chance. All of the top sales teams in the world generally possess a few key traits for success. One of these important keys is resilience. Let’s face it, sales can be challenging.

Sales Training Playbook by Lessonl

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

All I Learned at the Peak Performance Mindset Retreat

Selling Power

The VIP Peak Performance Mindset Retreat reminded me there is no obstacle that can’t be overcome. Leadership


HOW??? Fortune 50 Customer 3x’s Sales Pipeline in 90 days


We’ve been working with a Fortune 50 company over the last couple of years, and it’s been incredible to watch how they’ve incorporated modern, digital selling with traditional calls, email-based selling, and account-based marketing as part of the trifecta of success.

Why Sandler Salespeople Find Pain

Sandler Training

As a sales trainer, I get a lot of pushback about the word “pain.” Many of my clients reason that there are many other motives to explain why people buy.

Why Chatbots Play a Mission-Critical Role in Marketing More Than Ever Before

Nimble - Sales

Chatbots have become an integral part of digital communication across web, social media, and mobile app interfaces. Marketers are increasingly growing fond of chatbots because of effortless, fast-paced, and customer-centric communication in different contexts.

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.

Do You Lose Opportunities In Your Sales Funnel?


Two main reasons exist as to why you may be losing opportunities in your sales funnel: The lack of timely follow-up. Not remembering you are to check back in with your prospective client.

Don't Drop the Ball: The Simple Reassurance of Confirmed Knowledge


What’s the cost of getting something wrong publicly? Sometimes bad information is fodder for endless memes (Best Picture goes to… La La Land , uh whoops, we mean Moonlight !),

Sales Automation: 5 Tactics That Save you Time and Improve Results


August is here! We're past the halfway mark in 2019, which means you only have five months left to crush your sales targets. One way to make your challenge easier is finally taking advantage of sales automation.

How to Prioritize Your Time as a Sales Manager

Sales Readiness Group

In this episode, we discuss how to use a prioritization system to stop spending too much time stuck on urgent tasks, and more time on what's important—like coaching your team. Sales Management

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.

Ideas for Planning a Sales Kickoff That Will Stick With Your Team

Force Management: The Command Center

Many companies spend significant time and resources planning and executing their sales kickoff. If done right, the effort can be well worth it in the long run. Positive results can accumulate in the coming quarters and years down the line.

5 Surprising Sources of High-Quality Leads


For jackpot-winning businesses in hot sectors, high-quality leads just flow in naturally. However, for the majority of organizations, lead generation is a little more complicated than simply whispering you’re open for business.

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How to Sell Effectively to Cities, Counties and School Districts

Selling Energy

Cities, counties and school districts can be difficult when it comes to implementing energy efficiency projects. The only clear way to success is winning them over with concise, persuasive measures that appeal to their needs. So, how can you gain their attention? Selling Performance

The Breakthrough Guide to Objection Handling

criteria for success

Objection handling is a normal part of buying and selling. As a buyer, you want to make sure you’re investing into something that’ll actually solve your problem. So naturally, you want to ask good questions and raise any concerns you may have!

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!

Sales Is Simple, Buying Isn’t!

Partners in Excellence

I succumbed to a certain amount of narcissism (as I often do) in my post: Sales Is Simple, Simple Is Not Easy. The problem with my post, as accurate as it may have been, is that I did what too many of us do, focusing on ourselves–sales people, sales leaders, and selling. We all do that, we focus on what we do. We get into conversations about how we do what we do better. I don’t want to dismiss those conversations, they are important.

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Research: Current Sales Performance Challenges Faced by Industry Leaders

The Brooks Group

This post comes from Michelle Richardson, Vice President of Research at the Sales Performance Research Center. The Brooks Group is proud to announce the launch of the Sales Performance Research Center.

How to Get the Most Out of Your Existing Technology Stack

Miller Heiman Group

The CSO Insights 2018 Sales Operations Optimization Study showed that companies actively invest in 25 different types of sales technologies, and the average sales organization uses 10 tools and plans to add four more in 2019. Yet most organizations aren’t showing a clear correlation between greater investment in tech and their sales results.

Meet Top Sales Leaders From Salesforce, Accenture, ADP & Caesars

Get to know some of the great leaders in the sales industry today that spoke during the 2017 InsideSales’ Executive Summit! Read on to find out more. RELATED: How To Hire The Leader At The Right Time W/ Doug Landis @Emergence Capital In this article: What Was the Accelerate ’17 Executive Summit? What Is a […]. The post Meet Top Sales Leaders From Salesforce, Accenture, ADP & Caesars appeared first on The Sales Insider. Accelerate 17 executive summit

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.

How to Build Trust with Customers and Partners

Cincom Smart Selling

How do you build trust with customers and partners? Anyone who has spent more than a day or two in … Continue reading "How to Build Trust with Customers and Partners". The post How to Build Trust with Customers and Partners appeared first on Cincom Blog.

What Makes Fast Growing Companies Grow

Sales Lead Management Association

Scott Barker, Evangelist and Head of Partnerships at OutReach.IO and Sales Hacker, host Patrick Morrissey on Revenue Optimzation Radio dive into what makes fast growing companies grow, without destroying the ship in the process. They cover: Revenue Optimization Radio

RANT: Do Not Misrepresent Your Sales Intentions

Smart Calling

A type of approach that gives sales a bad name in general is misrepresenting the purpose of a call or outreach. Hear examples of what these are, and what TO do instead to be totally upfront, AND successful with your efforts. Listen Here.