Mon.Jul 08, 2019

Sales Coaching for the Sales Coaches

Anthony Cole Training

In this article, we focus on Sales Coaching for Sales Coaches. Often, in sales, the sales manager is not held to the same standards as those on the sales force.

How to Transform Your Sales Pipeline Today

Understanding the Sales Force

Big ones, little ones, sharp ones and stubborn ones. I was pulling weeds from the garden when it became crystal clear to me. The various weeds were like the many types of opportunities in most sales pipelines.

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Summer Sales Slow? Five Things to do NOW!

Mr. Inside Sales

I don’t know about you, but right after July the 4 th. business seems to slow down and then it limps along until September. There is business to be had, of course, but the excitement and urgency of the first half of the year seems to have evaporated in the heat of the days. What happened?

Sell That Smoothie! (Successfully Selling Integrated Solutions)

The Center for Sales Strategy

Shifts in consumer behavior over the last 20 years demand that businesses use multiple platforms to reach consumers.

How to Turn Traditional Discovery into the Exploration of Change

Anthony Iannarino

In the past, the word discovery was used to describe both a stage in the sales process as well as an outcome. Both the stage and the outcome described the process of asking clients to share their dissatisfaction with their results, their supplier, and their challenges.

eBook 109

How to Grow Word of Mouth and Increase Sales

Janek Performance Group

Word of mouth can be either the stuff of dreams or nightmares for sales professionals. When it’s positive, it can have a major beneficial impact on lead generation and winning new sales. When it’s negative, it can seriously damage credibility and overall sales efforts.

More Trending

How to Succeed at Locking Out The Competition [Podcast]

Sandler Training

Clint Babcock, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to beat the competition. Get the best practices for locking out the competition and winning in a competitive space, collected from around the world. Listen Time: 30 Minutes.

How to Turn Sales Objections into Opportunities

Selling Power

Salespeople often get caught in a trap of reactivity around objections. When this happens, they start throwing better deals at the buyer without truly understanding what the objection is about. Selling Skills

Equality in the Workplace: A Fresh Approach to Sales Performance

Sales Hacker

All sales organizations look for an edge. It’s a constant battle. More refined sales strategies and tactics. Improved incentives. Better training. Team building retreats. That’s all good. And it produces results. Otherwise, companies wouldn’t continue to invest in those approaches.

Three Sales Management Practices that Chief Revenue Officers Can Use to Prepare Themselves for a Recession

Miller Heiman Group

The question isn’t if a recession is coming. It’s when. Nearly half of American CFOs indicated they believed a recession would hit by mid-year 2020 in a Duke University/CFO Global Business Outlook survey released in June 2019. European business leaders feel similarly, as half of European companies stated that a recession is imminent in the next five years and 18% believing their country is already in one.

?? We Are On The Magic Quadrant!!


Pipeliner has been positioned by Gartner, Inc. in the 2019 Magic Quadrant for Sales Force Automation* for the first time and to say we are a little bit excited would be an understatement!

The second edition of From Impossible to Inevitable has arrived with new chapters, new case studies, and new sales tips

Predictable Revenue

We’ve recently published an exciting update to Aaron Ross’ and Jason Lemkin’s renowned book From Impossible To Inevitable. We’ve made updates and improvements throughout the book, including adding entirely new chapters, case studies, and critical sales concepts.

PODCAST 65. The Framework to Deliver Exceptional Customer Success w/ Kim Rose

Sales Hacker

This week on the Sales Hacker podcast, we speak with Kim Rose , VP of Customer Success at Buildium. Kim is a successful executive who spent 8 years out of the workforce. How’d she do it? She’s walking us through how to render long-term success in the workforce and add customer value in your career.

Does Cupcake Sprinkles Storytelling convince Clients? Part 1

One Millimeter Mindset

Is your cupcake sprinkles storytelling strategy convincing clients to do business with you? The purpose storytelling serves is more than business garnish. Do you simply throw various business scenarios over the wall, at marketing and public relations professionals? The same way you always have done?

SME 75

When Less Is More

Partners in Excellence

It seems the universal answer to every sales performance answer is to do more. We’re chastised to close more deals, get more into the pipeline, spend more time with customers, spend more time–period, just do more.

10 Foolproof Steps to Boost Customer Retention

Nimble - Sales

Customers just don’t buy your products; they buy your services more. If you provide them with the right products along with excellent services, they will always come back for more.

Underperforming Our Potential

Partners in Excellence

At the outset, I’ll apologize. This post is likely to rub some executives the wrong way. The premise is that many organizations are under performing their potential—possibly by huge amounts.

4 Ways Sales Enablement Enhances Sales Performance Management


The 4 Rs are the backbone of training—readiness, recall, reinforcement, and retention. Here are 4 ways sales enablement enhances sales performance management. Sales Coaching and Motivation Sales Performance Management

The Five Types of Differentiation


Sales professionals know to find and leverage differentiation. The problem: far too few know that not all differentiation is equal. Yep, differentiation is differentiated. Remember, differentiation only becomes value once a customer understands it and connects to a customer-desired outcome.

The Year of Less

Selling Energy

As sales professionals who promote energy efficiency, how often do we turn the same principles we espouse and direct them toward our own lives? In this culture, the urge to consume has become a driving force in our day-to-day rituals.

How to Coach Any Manager or Salesperson in 60 Seconds – Free Download

Keith Rosen

Using this one strategy can mean the difference between developing a mediocre team of dependent, transactional order-takers or a team of accountable, top performing champions. It’s all how you choose to communicate – in less than one minute.

Let’s Talk Sales! Adapting to Shifting Markets – Episode 167

criteria for success

Happy Monday, Let's Talk Sales! listeners! Last month's theme was all about problem solving. But this month, we've shifted our focus over to adapting to shifting markets. If you want to learn more about how you can become better at adapting to shifting markets, you won't want to miss this episode! If you already caught [ ] The post Let’s Talk Sales! Adapting to Shifting Markets – Episode 167 appeared first on Criteria for Success. Happy Monday, Let’s Talk Sales!

eBook 43

Research: The motivating power of small wins

Selling Essentials RapidLearning Center

Everyone has their ups and downs at work. And some challenges – whether it’s an endless project, a difficult client or a big new responsibility – can feel particularly daunting. Unfortunately, workplace learning can also fall into this category.

Sales cycles: An actionable guide to sales cycle management

Companies with a defined sales process see 18% more revenue growth than companies without one. Think about that. Are you making as many sales as you want to? Bringing in all the revenue you deserve? Building enough customer relationships to ensure the long-term success of your company?

Who’s the Better Salesperson? Elton John or Billy Joel?

Smart Calling

Art was at a concert where Billy Joel and Elton John performed together. They both did an amazing job with their music, but one was clearly the better salesperson regarding how he connected with the audience. Hear who that was, exactly what he did, and how you can model it in your own sales. Listen Here. The post Who’s the Better Salesperson? Elton John or Billy Joel? appeared first on Smart Calling Blog. The Art of Sales" Podcast Inside Sales Sales Tips

Exact 57


Nimble - Sales

Why Your Sales Team Isn’t Using the New CRM


A Customer Relationship Management (CRM) solution has become an essential part of the business toolkit. It can accelerate sales and cement your relationship with customers. So why hasn’t your sales team jumped in feet first?

How to End a Business Email: The 5-Step Formula

Hubspot Sales

Did you watch the final episode of Game of Thrones? If you were an avid fan of one of the most watched series finales in the history of television, the ending was probably pretty important to you. Well, the ending is arguably the most important part of the journey.

The Three Ms of Lessonly’s Training Management System


In 2013, Lessonly was one year old. That same year, our CEO, Max, shared what he thought the future of learning might look like in a short blog post. Here we are, six years later in 2019, living in the future he wrote about. The Chief Learning Officer article Max drew his ideas from focuses on three emerging trends of learning: miniaturization, modularization, and mass customization.