Tue.Feb 12, 2019

Move The Close Date – Not The Open Date

The Pipeline

By Tibor Shanto. Salespeople are preoccupied with closing; makes sense, that seems to be where the pay-off is for everyone, at times even the prospect. However, the biggest challenge most sales organizations have is not closing but opening.

Lessons from the Greatest Salesperson of All Time


With this post, we begin a series examining the sales techniques of the greatest salesperson of all time: Jesus of Nazareth. Before anyone gets upset, this doesn’t mean I’m taking a jaded view of Jesus and only characterizing him as a salesperson. Nor does it mean I’m stepping all over religious toes and pushing Christianity.

How to Be an Extrovert

Grant Cardone

If you’re younger than 40, you may not know or remember Johnny Carson. From 1962 to 1992 he was in America’s living rooms each weeknight hosting The Tonight Show. He was the Jimmy Fallon, the David Letterman, the Jay Leno of his day. For 30 years, he was King of Late Night.

How To 135

Why You Can’t Get Your Reps to Sell the New Products: The Importance of a Sales Enablement Plan

Sales Benchmark Index

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 whitepaper to learn how important conversational AI is to your CX strategy.

Stop Trying to Be Normal

The Sales Heretic

As kids, nearly all of us want to be “normal.” We want to fit in and be accepted. And that’s understandable when we’re six or seven (or even fifteen), and “different” is perceived as bad or weird or wrong. Unfortunately, too many people never outgrow that need.

More Trending

How AI is Poised to Transform Sales @AvisoInc

Smart Selling Tools

How AI is Poised to Transform Sales. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Tom Victory , VP of Marketing at Aviso.

Do You Use Unexpected Detours?

Smooth Sale

Attract the Right Job or Clientele: Recent conversations convey the theme, ‘use unexpected detours.’ Initially, it may seem to us that the dots do not connect. However, with perseverance and the motivation to learn why the detours are happening, we can move past them and then advance. My Story.

Do You Have to Love Rejection to Sell?

Go for No!

Here’s a question for you: How many total “no’s” did you personally obtain yesterday? Last week? Last month? Where are you for the year? Do you know? Well, you should.

ACT 97

Customers Are Coworkers: What CX Can Learn From HR


Guess that job! Let’s start with a quick game. I am going to provide some (lightly edited) requirements from real job descriptions, and I want you to guess what the job is. Cover up the answer under these bullet points. Read through them, and decide what you think the job description is.

10 Sales Leaders Share their Strategies for Writing Winning Proposals

PandaDoc interviewed 10 CROs and Sales leaders from companies like G2 Crowd, Sales Hacker, and Zendesk about their strategies for winning sales proposals. This eBook contains their insights and actionable takeaways that will give your team a leg up on the competition.

Sales Email Best Practices: What's Working Right Now


Conventional wisdom for crafting sales prospecting emails is based almost purely on gut instinct. That isn’t a terrible start. Writing is an art, after all. However, adding a little structure in the form of sales email best practices will have a significant impact on email performance.

The Sales Rep’s Guide to When and How to Follow Up

Janek Performance Group

We often encounter sales reps and business development reps who have reached out to us and ask “When should we follow up?” and “What do we say when we follow up?”.

How sales managers should use the 5 most important sales reports

Base CRM

Sales reporting is essential for every data-driven company. These reports don’t just make your Monday morning meetings more informative; they make your everyday decisions more effective. Visually, each CRM reports on information differently, but all can quickly capture a large amount of information on everything from leads to goal tracking, sales to follow-ups.

February Learning: Collaboration in Sales Webinar

criteria for success

As you can probably tell by our newest eBook and blog posts, this month is all about collaboration. If you’re a sales leader, sales manager, or just a sales person looking to make a difference, make sure you secure a seat on our collaboration in sales webinar.

eBook 63

The Path to Journey Management

Speaker: Kerry Bodine and Lindsay Sykes

The practice of journey mapping has reached fever pitch. But your mapping efforts are only effective if the resulting maps help you drive organization change — and then measure the results of your efforts. Join Intouch Insight and Kerry Bodine, CX expert and co-author of Outside In: The Power of Putting Customers at the Center of Your Business, as she shares Bodine & Co.’s latest research on this topic.

Is it Time to "Marie Kondo" Your Account List?

The Center for Sales Strategy

I can't get enough of Marie Kondo. Unless you are completely removed from social media or Netflix, you know her to be the spiritual guide to decluttering your living space on her Netlfix original series, " Tidying Up With Marie Kondo." I am a believer and often ask myself, "Does this spark joy?"

7 Ways to Improve Your Lead Management Process


The importance of lead generation is ingrained in the mind of every modern marketer— the more high-quality leads you bring in, the better. But, as the buyer’s journey becomes increasingly multifaceted, it’s now clear that lead generation is just one piece of the marketing puzzle.

5 Reasons You’re Wasting Money with Newspaper and Magazine Ads

Leading Results Rambings

If you’re still spending part of your marketing budget on print ads in newspapers, magazines, or yellow page listings, you’re wasting your time and money – there are much more effective ways to market your business.

8 Simple Rules for Making Customers Happy: Q&A


Recently, I had the pleasure of sitting down with Sarah Sheikh, head of customer success at Front , for a webinar dedicated to customer happiness. Sarah and I came up with our top eight rules for creating happy customers and chatted about how at both Guru and Front we empower our customer experience (CX) teams to delight customers at every touchpoint. customer support

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

Breaking into a New Company or Sales Territory

Selling Energy

When you find yourself in a new company or exploring a new territory, the first thing you have to do is build rapport. Make sure people know who you are and what you specialize in. sales performance

Perfect Timing – 5 Tips for Outbound Email Gold


Outbound email is an adventure. Your message may end up in the spam box of doom or you may get a quick response back with, “Wow, perfect timing, let’s schedule a time to chat”. While there are many factors that need to be in place (ip reputation, spam scores etc,) before writing the perfect message, here are 5 tips that can help get the response you are looking for. Know your Ideal Customer Seems like a no-brainer.

When & How to Fire Your New Hire

MJ Hoffman

When & How to Fire Your New Hire. When firing your new hire you want to make sure that you move someone out early. See last week’s post about my 30 day evaluation of new hires. It’s safe for you and the company. Safe for you because when you put someone in a new role, and therefore new territory, they haven’t had too much time to do a lot in that territory. So you don’t have to worry about much clean up.

6 Secrets to Outstanding Sales Success

The Brooks Group

Behind every successful sales team, is a sales leader who’s dedicated to ongoing training and sales force development. This year, be the leader who leads your salespeople to excellence by following these 6 secrets to outstanding sales success. Track the Right KPIs and Data.

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.

DiscoverOrg Certification: A Customer Love Story

DiscoverOrg Sales

Love is in the Air. What’s Love Got to Do With It? Can’t Get Enough of Your Love, Baby. Did you know there are over 1,200 songs with the word love in the title? It is one of the most common words used in the English language (and one of the most popular emojis!). It is pretty powerful.

Challenges to Expect with Change


Most organisations at some point will overhaul or replace major systems or technologies. And when this happens, common challenges can arise with adoption across users who are not fully prepared for the change they’re going to experience. There are 3 common challenges that I’ve seen and experienced that can lead to low user adoption: Inadequate training. Many new users will end up either not attending the training session or are not fully learning the system capabilities during the training.