Fri.Apr 19, 2019

Coaching Versus Feedback: A Guide For Sales Managers


If you ask sales managers their thoughts on the purpose of coaching , many will say they use it to correct negative behaviors via real-time feedback. This results in these types of situations: A sales rep just finished a rather tough call.

Get the Most Value Out of Your Sales Analytics Tools

Miller Heiman Group

Sales analytics tools can provide key insights that allow sales leaders to coach their sales team on the strategies that improve their win rates. To achieve this goal, you must implement three essential processes to ensure you have accurate data and that you leverage it effectively. Sellers Need to Buy In to Sharing Accurate Data. Too many sellers neglect inputting sales data into CRM platforms because they don’t see the value.

The 4 Sales Soft Skills You Must Master For A Prospective Meeting

Closer's Coffee

What you are about to learn will not make you a master sales rep overnight. It will not magically make you overshoot your target. These sales soft skills tips & tricks are the icing on the cake, the extra spice that will make you stand out and facilitate your sales process. Body Language.

How a CEO Exceeds Integration Expectations

Sales Benchmark Index

Today Chris Downie, CEO of Flexential, joins us to discuss the best practices in merging companies together. He provides insight into the checks and balances of company mergers and shares his experience forming Flexential from two legacy companies. Click here for.

What Awesome Sales Managers are Doing to Crush It!

Speaker: Steven Rosen, MBA, Author, Executive Coach, Speaker, and Top 50 Sales Influencer

If you're tired of continually pushing your sales reps to do more, working countless hours, and still not getting the results that you desire, then this webinar is for you. Join Steven Rosen, Founder and CEO of STAR Results, to discover the key to consistently crushing your sales goals!

Personal Branding: 4 Steps to Find the “Real You”

Sales Hacker

We all recognize iconic brands. Think the golden arches of McDonalds or the unique bottle shape of Coca-Cola. But did you realize you could build an iconic personal brand strong enough to catapult your sales career ?

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More Trending

Experiences Edge Out Stuff for Relationship-Building

Sales and Marketing Management

When it comes to rewarding top performers, numerous studies show that experiences have an edge over material gifts in terms of memorability and strengthening the relationship between the giver and the recipient. Professors Cassie Mogilner and Cindy Chan recently authored a paper entitled “Experiential Gifts Are More Socially Connecting Than Material Gifts.”

Your Success Matrix

Grant Cardone

Dwight Eisenhower, former president of the United States, once famously said, “ What is important is seldom urgent.”. Eisenhower, in fact, taught that life can be broken down into 4 simple types of tasks: Task #1: The urgent and important— things that need to be done right away.


Pipeline Creation – There’s No App for That


Yesterday I was on a call with a client of ours, who is one of our C-level executive champions. He received a call from a sales leader from one of their divisions and asked an interesting question. He said: Sales Leadership sales pipeline sales leaders

Shifting SPM Perspective: Results vs. Activity Performance

Accent Technologies

Sales Performance Management has historically been centered around financial results. Find out why activity results give a better picture of rep success. Progression of Sales Performance Management Through Time. Currently, there is still a strong focus in SPM on financial results.

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 Build Powerful Network Using LinkedIn and Other Social Media

KO Advantage Group

Social media networks are more than just platforms for connecting with loved ones and updating your friends or followers with what’s going on with your life. Social media also plays an important role in growing your business.

Are You Using Generally Accepted Accounting Principles?

Smooth Sale

Attract the Right Job or Clientele: NOTE: Jessica Pyykkonen, Promotions Coordinator, Ghergich & Co. provides today’s guest Infographic. There are many types of accounting methods that businesses may use and still follow the ‘Generally Accepted Accounting Principles.’

3 Reasons for a Multi-channel Advertising Approach

Leading Results Rambings

Have others been preaching to you about adopting new marketing and advertising channels? Everyone says they know which is best for you and to focus all your attention on one channel. Such “advice” can be overwhelming and, frankly, just plain wrong – putting all your eggs in one basket is a big risk.

Say Yes

Anthony Iannarino

You call your dream client to ask them for a meeting. After you pitch them on the value of a meeting, they say: “Can you email me some information?” You tell them you can’t send anything, rejecting their very first request, and ensuring they feel it is more important that you get what you want than helping them get what they want. Emailing information and having a meeting are not mutually exclusive, and as much as your dream client wants the information without the meeting, you can say, “Yes.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

We Reviewed 25 Sales Decks. Here Are the Best

Hubspot Sales

There's nothing worse than getting through an entire sales presentation only to hear, "That was great, but I just need some time to think this over."

Whose Grandma Are You Selling To?


Unless you have been living under a rock or on a deserted island for the past decade, we can agree that change is happening everywhere we look. There’s AI, driverless cars, phones that do everything and more. Similar to products, industries are rapidly changing too. If you have been in sales for several years, you’ve experienced this first-hand. There are thousands of CRMs, social selling, longer buyer decision-making processes and more. However, amidst the chaos, two things have not changed.

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4 Trends That Will Improve Your Sales Effectiveness in 2019

Women Sales Pros

The world of sales is moving so rapidly it is hard to keep up. And, with the average 18-month turnover of sales leaders, it is more important than ever to know what levers to pull to improve effectiveness. Should you focus on AI, technology, enablement or something else? These are issues that high-performing leaders consider and act on. I hope you find value from my take on the four trends that will improve your success in 2019.

How to Identify the Next Big Thing

Hubspot Sales

When I hear someone mention “the next big thing,” I generally roll my eyes. It’s usually the same recycled two or three points you find scattered across the web and every other self-titled thought leader’s blog (cue: “ 2019 will be the year or AI and Blockchain ”).

Sales Training Playbook by Lessonl

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

Put Your Subconscious to Work

Selling Energy

“What underserved markets should I be focusing on?” “How How can I double the number of prospects I reach with the limited time I have available for outbound marketing?” What would it take for news of our latest offering to go viral?”

Have A Very Happy Easter!

The Accidental Negotiator

If It’s Easter, Then Spring Must Be Here! Finally! Easter has finally arrived. I hope that you are going to be able to take some time off and celebrate this special season as Spring is just around the corner and Winter is quickly becoming a distant memory!

3 Ways Sales Teams Can Plan for a New Product Launch


A new product launch is a pivotal event for companies – but it’s also a true test of the readiness of your sales team

How to Succeed at Getting Employees to Work Harder [Podcast]

Sandler Training

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. Listen Time: 8 Minutes. Management & Leadership

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.

7 Creative Sales Team Names to Promote Unity in 2019

Hubspot Sales

What's in a name? When we think of successful sport team names, like the New England Patriots or the New York Yankees, we picture the motivated individuals that make up the team. And we envision their dedication to achieving a common goal (i.e., winning a championship.).

Scout by Miller Heiman Changes Sales Outcomes with Microsoft Dynamics 365

Sales Lead Management Association

Miller Heiman Group, the flagship 40-year-old company in the sales training and consulting space, has introduced integration of “Scout” for Microsoft Dynamics. In this program, Dana Hamerschlag, Chief Product Officer of Miller Heiman Group, discusses how Scout improves daily sales productivity and CRM compliance which frees up face to face sales time. Hamerschlag also explains what tools sellers should focus on to get the most out of their CRM.

Let’s Talk Sales! Inspirational Quote from Jim Collins – Episode 144

criteria for success

Today's quote from Jim Collins is about identifying the right candidate. Read on to learn more about this week's Let's Talk Sales inspiration! Jim Collins Quote This month's theme highlights the importance of hiring and employee retention. And today's quote is about identifying the right candidate. This quote comes from Jim Collins, an American author. [ [ ] The post Let’s Talk Sales!

Weekly Sales Enablement News Roundup – April 19, 2019


Don’t miss these latest sales and marketing tips, tricks, and news! 5 Big Strategic Content Experience Questions for CMOs. Are you using marketing content as strategically as you could be? This eBook includes questions CMOs should be asking themselves when developing their strategies, with advice from Showpad’s Theresa O’Neil and other marketing leaders. Supercharge Your Sales With the Help of Sales Enablement Technology.

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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.

Driving a Proactive Sales Culture with Adobe & Salesforce

Smart Selling Tools

Driving a Proactive Sales Culture with Adobe & Salesforce. WHEN: THURSDAY, 5/2 AT 11AM PT. Learn how Access Intelligence accelerated their sales process and cut contract completion time by 50% with an integrated solution. REGISTER NOW.