Thu.Aug 22, 2019

How to Increase Sales Productivity


The more productive your sales team, the better your overall performance. Find out how to increase your sales productivity with sales performance management. Analytics and Technology Sales Performance Management

Don’t Ask Them That!

The Pipeline

By Tibor Shanto. I understand connecting with decision-makers or influencers is a challenge, we are all looking for good ideas. But some things sellers are told to do are not just silly but can cost them opportunities. See what I mean: [link]. Please, don’t ask them that.

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How to Sell Without Value Proposition Metrics

Jill Konrath

Knowing the business impact of what you sell makes a huge difference. It's how your prospects decide whether or not your products or services are a match. Yet so many companies fail to quantify the business value of their products/services. And sometimes, it’s just not possible. Winning Deals

How To 248

How to Overcome the “I’m not interested” objection

Mr. Inside Sales

Top sales reps—the ones making the most sales and commissions—know how to handle repeatable selling situations. Instead of ad-libbing, they have learned, internalized, and use best practice responses to the objections and stalls they get over and over again.

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.

4 Battle-Tested Strategies That Create a Competitive Advantage

Anthony Iannarino

The following sales strategies are generally underrated, overlooked, or ignored. In some cases, they are highly unpopular in a world that is enamored with transactions , immediate gratification, and technologies that promise efficiency , a promise that is mostly a lie.

More Trending

Don’t Underestimate Testimonials

Engage Selling

Are you underestimating the power of testimonials for your sales? You may consider your own behavior when purchasing something from Amazon, for example.

Ready to Make a Career Change?

Grant Cardone

According to Forbes, 70% of workers are disengaged and not very happy at work. If you’re a part of this 70 % of dissatisfied workers, you might be thinking about a career change. But to what? That’s the roadblock that prevents most people from ever making a change in life.

Driving Good Sales Behaviors: 4 Tips to Incentivize a Sales Team & Achieve Targets

Sales Hacker

What can happen when employees are held to unreasonable standards by managers and their behaviors don’t drive the best outcome for the company? Ask Wells Fargo.

How To Map Accounts w/ Dan Cook @Lucid

Learning how to map accounts is a useful sales strategy that can help businesses improve their connections with prospective clients, to land better deals and higher revenue.

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.

KARE… For Your Accounts

Sandler Training

In sales, we all bundle our accounts, clients and prospects, into logical groupings to add clarity and understanding to our efforts. We use vertical categories, assembling together our healthcare, consumer products, technology accounts, and others. Launches AI-Based Recommendations That Highlight Key Coaching Moments and Deal Risks

Smart Selling Tools Launches AI-Based Recommendations That Highlight Key Coaching Moments and Deal Risks. ’s Recommendations highlights the most important calls and moments for each rep and manager to review, allowing everyone in the organization to benefit.

SAP 79

Stop Discounting with These 5 Tips


What does your pricing say about you? Most salespeople lack the confidence to charge full price. Regardless of the pricing model, you have worked hard to develop when push comes to shove, and often even before push comes to shove, salespeople cave in and offer discounts.

Selling the Sandler Way: Major Account Buying Teams - Know the Behaviors [Podcast]

Sandler Training

Brian Sullivan, VP of Sandler Enterprise Selling, and Markku Kauppinen discuss: Major Account Buying Teams-Know the Behaviors. Listen Time: 26 Minutes. Sales Process

Sales Training Playbook by Lessonl

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

Using Knowledge Management Best Practices to Improve Experiential Learning Success in Schools


Guru is proud to partner with Ka'ana Solutions as part of our Guru for Good non-profit program. This article originally appeared on Ka'ana's blog.

19 Sales Productivity Statistics You Need to See ASAP


Get a better handle on today's sales trends so that you can ensure your sales force is always performing at the highest level

How to Collaborate With Your Team More Effectively Than Ever

Nimble - Sales

Collaboration is hard in itself. Every time your team grows, the team members start working in silos. This means two teams are working on the same project, but neither of them is aware of what the other is doing. They don’t communicate effectively with each other – and productivity suffers.

KARE… For Your Accounts

Sandler Training

In sales, we all bundle our accounts, clients and prospects, into logical groupings to add clarity and understanding to our efforts. We use vertical categories, assembling together our healthcare, consumer products, technology accounts, and others.

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!

Summer Slowness is Over: 5 Ridiculously Easy Sales Hacks to Stay Hot!

Sales Hacker

How do you avoid stagnation? Simple: Stay “hot” during your day-to-day selling with the help of DiscoverOrg and Outreach! Join this webinar panel as these sales experts discuss cultivating strategies for. The post Summer Slowness is Over: 5 Ridiculously Easy Sales Hacks to Stay Hot!

Simple Tips to Improve Your Writing

Selling Energy

As sales professionals , we use written communication on a daily basis. Whether we’re writing a proposal for a prospect, sending an email, or drafting a blog post, writing is an essential part of our jobs.

How To Get Sellers Enthusiastic About Outbound Prospecting

Funnel Clarity

"My sellers just don’t prospect anymore, they only rely on marketing for leads” is a phrase that unfortunately, is repeated by far too many sales leaders today. It’s fantastic when inbound leads are enough to fill the sales funnel but that’s not always the norm.

Funnel Radio Podcasts Line Up Aug 22

Sales Lead Management Association

Listen live starting at 9 am Pacific. If you are finding this after our live streaming time, you can catch any of our shows below and catch up on episodes you've missed! So many entertaining, informative experts. 9 am INSIDE Inside Sales by VanillaSoft hosted by Darryl Praill Guest: Steve.

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.

Improving Sales Performance Without Changing “How You Sell”

Partners in Excellence

Too often, as executives look to improve sales performance, they look to doing something new or different. It may be adopting a new methodology, new technologies or tools, changing your go to customer strategies. Any of these can improve sales performance, but the come with their costs. Since these represent major changes, the change management process and time involved in solidifying changes can be very long.

Social Selling on Facebook for Real Estate Agents


If you’re interested in expanding your business, social networks, and especially Facebook, are the place to start. On average, there are about 1.59 billion daily active users on Facebook. It can be the platform of choice for photos from your last vacation or your family reunion.

Sales Coaching Questions You Can’t Ignore


By Steve Jensen. 5 min read. Your job as a sales leader is hard. Just tell your reps what you expect, and they do their job, right? The reality is that you roll the dice with every hire. There are skill and knowledge gaps in your team, and you feel like you are in the dark about deal status. The answer is Sales Coaching. Why All the Hype? It’s simple: it works. Companies are beginning to understand the quantifiable value of good sales coaching. It has a direct effect on the bottom line.

Negotiating with Clients: 3 Key Suggestions

criteria for success

How to negotiate with clients is something you learn in the field, not in school or from a textbook. It's truly an art - one we must master in order to communicate effectively and get things done. Unfortunately, that's not as easy as it sounds!

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.