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 111

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 243

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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.

How To 114

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.

Sales Enablement: What It Is, What It Isn't, and Where It's Going

Speaker: Roderick Jefferson, Chief Executive Officer

The biggest problem with Sales Enablement is that there is no one universal definition. If you were to ask 10 different people “What is Sales Enablement?” you would get 10 different answers, none of which would show the whole picture. Roderick Jefferson, CEO and top sales enablement consultant, is here to provide some much-needed clarity on the what, why, and how of Sales Enablement.

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 110

More Trending

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.

PODCAST 62: Managing People and Incentivizing Sales Team w/ Kathleen Roberge

Sales Hacker

This week on the Sales Hacker podcast, we speak with Kathleen Roberge , Chief Revenue Officer (CRO) at Rocketrip. She’s great at managing people and incentivizing teams. She’s so good, she gets results! She’ll also share her secrets on how to be a rockstar CRO.

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.

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 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

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.

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.

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.

Sales Training Playbook by Lessonl

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

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

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.

Survey 102

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

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.

7 Marketing and Sales Strategies to Grow Your Revenue Fast

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

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.

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.

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.

Leveraging LinkedIn

Selling Energy

While teaching I’m often asked for networking tips. Although attending events and having one-on-one interactions are paramount to finding prospects, I can’t emphasize how important LinkedIn can be. It is not only a way to research prospects, but also a direct line of communication with them.

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

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

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.