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

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 253

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.

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.

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.

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.

More Trending

Should SDRs and AEs be paired together?


The relationship between your sales development reps and account executives is absolutely crucial to your sales success. Without the two teams working in harmony, you risk missed opportunities and lost deals. The average sales team […]. The post Should SDRs and AEs be paired together?

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.

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.

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.

Sales Training Playbook by Lessonl

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

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.

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 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 67

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.

Announcing Chorus Recommendations: Translating Conversation Intelligence Data Into Deal Visibility and Coaching Action Items

Chorus’s Conversation Intelligence AI brings deal and coaching visibility to your sales teams. We’re taking it to the next level: Using AI to recommend what you should prioritize in your 1:1s, training curriculums, and self-coaching sessions.

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.

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.

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.

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.

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.

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.

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.

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!

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!

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.

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

Walking Work Culture


By Scott Leese. 3 min read. Company culture is very important to me, but I don’t like to talk about it explicitly very often. I don’t walk into a company or onto a sales floor and say, “this is the culture that I’m building.” I don’t like to preach. But, it’s very important to me that culture is cultivated intentionally. I like to help craft it and create it. So, I try to find ways to “walk the walk” instead of “talk the talk.”

eBook 48

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.

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.

The Three Steps to Drive Growth with Aaron Ross {Hey Salespeople Podcast}


If you know and love the book, Predictable Revenue , you have Aaron Ross to thank. T he award-winning author and Co-CEO of Predictable Revenue, Inc. is an expert on driving growth, building successful outbound teams, and increasing productivity.

GUEST: Sales Secrets of a Software Entrepreneur- Brandon Bornancin

Smart Calling

Brandon Bornancin is a serial salesperson, entrepreneur, speaker, author and strategist who is obsessed with helping people maximize their sales, income and potential. Throughout his career, he studied the greats and become a top 1% performer and seven figure earner.