Mon.Jun 17, 2019

How to Motivate your Reps (Tips from the State of Sales Performance Survey)

Sales Hacker

How do you ensure you’re maximizing your sales team’s potential? How do you inspire your team to go above and beyond what they think is possible? The answers may surprise you.

Survey 104

How Do I Hire a Sales All-Star?

Anthony Cole Training

Hiring an elite salesperson is tough work. It's not easy to find a sales all-star and it's even harder to keep them on board if you do hire them. hiring hiring better hiring salespeople find salespeople hiring top salespeople

Sales 221

How to Be Intellectually Curious in Sales

Anthony Iannarino

If you want to develop your business acumen , your situational knowledge, and your ability to create value for your clients and your dream clients, you need to become intellectually curious.

I Hate Prospecting!

Partners in Excellence

I know how unfashionable it is to say this, but I hate prospecting. We’re supposed to love it. According to many pundits/sales experts, it is the secret to sales success. We are supposed to love and revel in prospecting.

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

The Effects of Whistleblowing on Employees and the Workplace


When Sherron Watkins spoke to Kenneth Lay about the faulty accounting practices being implemented at Enron and the subsequent crash of the company, insiders described the workplace environment as highly secretive and autocratic.

More Trending

5 Must Read Sales Books For Inside Sales Reps

Looking for the best sales books? Whether you’re looking to improve your sales pitch, learn the secrets of closing, or learn how to influence people, read on for some of the must-reads for any inside sales rep.

3 Ways to Improve Sales Rep Training and Performance


To be successful, sales teams must invest in their sales representatives. Here's what you need to know about providing incentives, training, and education. Sales Coaching and Motivation Sales Performance Management

Stop the Social Apps from Stealing Your Meaning and Purpose

Anthony Iannarino

I recently read that the average person spends 36 minutes per day on Facebook.

eBook 75

Cold Calling vs. Warm Calling: Is Cold Calling Dead?


You don’t have to be in the B2B sales world to be familiar with the term “cold calling.” It’s a phrase that’s likely to elicit a negative response, whether you’re in the business world or an average citizen who has received one too many unsolicited calls.

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.

Guide to outbound sales: Best strategies, tools, and tips

Lots of people will tell you that outbound sales is a lost cause—that inbound is the only way to go, and that anyone doing outbound is wasting their time. Don’t believe the hype. Outbound sales is a staple tactic of successful businesses, and has been for a long time.

What is Business to Business Sales: Definition, Strategy and Trends


It’s just selling , isn’t it? I’m sure you’ve heard this question a few times after you’ve mentioned you work in business to business sales.

SalesTech Video Review: TechTarget

Smart Selling Tools

SalesTech Video Review: TechTarget’s Priority Engine. TechTarget’s Priority Engine tells you which prospect has the highest probability of needing what you have to offer and the greatest likelihood of buying now. With Priority Engine Sales can find the best people to call on right now.

Video 65

Own Your Process to Stay Out of the Procurement Pit

Hubspot Sales

This is an excerpt from the book, " Sales Truth " by Mike Weinberg. It has been republished here with permission. Just because a customer asks for a demo or a sales pitch, does not mean that it benefits you to do so.

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.

Seismic Named SIIA Business Technology Product CODiE Award Winner for Best Sales Enablement Platform

Smart Selling Tools

Seismic Named SIIA Business Technology Product CODiE Award Winner for Best Sales Enablement Platform. Seismic, has been named the Best Sales Enablement Platform of 2019 as part of the annual SIIA CODiE Awards.

4 Challenges Sales Leaders Face in 2019

We interviewed 133 sales leaders at a wide variety of organizations on the State of Sales Performance. After reviewing the responses to our survey, we identified four challenges sales leaders say they face in 2019. To download the full report click here.

How to Succeed at Sticking with Your Goals [Podcast]

Sandler Training

Cal Thomas, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at sticking with your goals and achieving them. Get the best practices for goal setting collected from around the world. Listen Time: 24 Minutes. Professional Development

The Complete Guide to Sales Contracts: 6 Templates to Shorten Your Sales Cycle

Hubspot Sales

Ever heard of contract lifecycle management (CLM for short)? If that answer is “No,” you’re not alone. You’d even be forgiven if you thought it was just another convoluted business term with an accompanying three-letter acronym (Why are the acronyms always three letters long?).

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.

This Sales Question Should Require a Permit

Smart Calling

Here’s a sales question, that according to people in the car business, causes accidents during test drive. Hear what it is, why it works, and how you can adapt it to your own sales situations. Listen Here.

Sales 56

9 SaaS Marketing Strategies Guaranteed to Improve Lead Generation

Nimble - Sales

If you’re having trouble driving organic traffic to your website (or blog post) and generating qualified leads to convert into potential customers, you’ve come to the right place.

Seller Not Setting Appointments During Field Coaching Days? Do This.

The Center for Sales Strategy

In a previous post, A Step by Step Guide to Coaching Salespeople , I provided a guide on how to coach sellers. Some sellers find it a challenge to schedule quality appointments during their scheduled coaching days. Here are some things you can do to fix this problem.

Let’s Talk Sales! Interview with Matt Heinz – Episode 161

criteria for success

This episode's featured guest is Matt Heinz. Matt is the president and founder of Heinz Marketing, Inc. and the award-winning blogger behind Matt on Marketing.

eBook 52

Sales Training Playbook by Lessonl

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

How Relevant is Ebbinghaus’ Forgetting Curve for Sales Training Success?

The Ultimate Sales Executive Resource

An important advice for your sales trainings to have a lasting impact is: “Do not look at it as an event, but as a process” This process consist in essence of periodical reinforcements and refreshers of the taught materials after the initial event. Refreshers and reinforcements are to address our brain’s limitation to retain information.

The ins and outs of account-based and persona-based sales: Part 5 of Predictable Revenue’s outbound sales learnings from 2018

Predictable Revenue

Regardless of what you need to help propel your sales journey, the detailed methods outlined in our fifth e-book featuring renowned industry leaders will support you and your team. The post The ins and outs of account-based and persona-based sales: Part 5 of Predictable Revenue’s outbound sales learnings from 2018 appeared first on Predictable Revenue. B2B Blog Sales Process

The Case for Sales Coaching


Why Coach? Part 1: The Case for Coaching. Last year 44% of Salespeople hit their sales quota. Only 46.4% of deals forecast to close actually closed. When you consider that the odds of winning at craps in Las Vegas is 49.3%, there is no doubt something is broken in today’s sales leadership model.

Quality Vs. Quantity - Mari Anne Vanella

Sales Lead Management Association

I had one guy tell me “Wow Mari Anne, you are really making me stretch my brain here


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.

Part 5: The Rhythm of Success


Everything You Need to Know to Coach Like a Pro. Part 1: The Rhythm of Success. The biggest lesson in Guide 5 of the “Everything You Need to Know to Coach Like A Pro” series of coaching guides is that Fortune is found in the follow up.

Selling Off-Plan Properties… Your Ticket to Riches? 

Closer's Coffee

In the ever-changing universe of sales, a debate among sales scholars has been raging since the constructions of Uruk. Sales scholars and academics debated the fundamental differences between selling a ready property to an off-plan. The house was divided between sales veterans that believed that there were no significant differences, and sales warriors who firmly believed that major dissimilarities existed.

Part 3: The Prioritization Process


Everything You Need to Know to Coach Like a Pro. Part 3: The Prioritization Process. The Prioritization Process is the focus of Guide 3 of the “Everything You Need to Know to Coach Like A Pro” series.

eBook 62