Tue.May 14, 2019

3 Sales Enablement Lessons from Game of Thrones Season 8


We may not have dragons or massive armies. But there’s still much to learn from the warring factions of Westeros about life, business and sales enablement

5 Critical Sales Questions You’re Not Asking Your Leads (but Should)


Here are five sales questions that you should start asking your leads so you can drive more sales. In the race to close a deal, sales professionals often deliver an unending list of product features. Doing so ignores the important step of asking the customer sales questions.

Your Numbers Suck

The Pipeline

By Tibor Shanto. You hear it said a lot in different fields of endeavour, “their numbers” or “his numbers” suck. Told in the abstract about a ballplayer you can understand what they mean.

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Who Makes a Great Prospect? 4 Questions You Must Answer

The Sales Hunter

You cannot afford to waste your time with prospects that will not become your customers. Your time is too valuable! All prospects are not the same. The sooner you know who is good and who isn’t, the better off you will be.

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 white paper to learn how important conversational AI is to your CX strategy.

B2B Sales Techniques

MTD Sales Training

Selling to businesses is an ever-changing kaleidoscope of ideas, techniques and co-operations that can enhance or destroy careers in a very short time period.

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More Trending

“Customer Propensity To Buy”

Partners in Excellence

For those people deep into analytics and understanding (usually) consumer buying behaviors, the concept of Propensity To Buy, is not new. It’s been around for decades. Propensity to buy is simply about determining the liklihood of a customer buying something. We use it in developing our websites, our web ad strategies, our marketing programs, and all sorts of things. The goal is to identify that moment and set of conditions (product, place, price) that a customer is most likely to buy.

Time Management Tips from the Sales Pros - Part 1 of 3 (VIDEO)

The Center for Sales Strategy

A lot of salespeople and managers that I talk to on a regular basis often seek advice on time management and how they can better manage their time. The truth is. it really depends. It varies depending on you, your individual style, your talents, and the way you like to process things.

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How to Rise at 5:00 AM

Anthony Iannarino

One of the very best ways to become more productive is to wake up early and give yourself a head start on your day. The time you wake up is a habit, and like all habits, it can be difficult to change. Here is how I made the shift from 6:30 AM to 5:00 AM to 4:45 AM. Get Up.

Automation: Who Is This Human Being?


In our last article we discussed the fact that automation and algorithms are created by humans, and so, therefore, can be biased.

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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.

Are You Preparing for the Future?

Smooth Sale

Attract the Right Job or Clientele: Tomorrow arrives quickly, yet many are not preparing for the future. Life and career are never a straight path. It is essential we consider the ‘what ifs’ of life.

Capturing the ROI of Sales Training


Effective training is critical to the success of your salespeople, so it’s important to understand whether you’re getting the kind of return you expect from your training efforts. But assessing the ROI of sales training is often a challenge because the “R” (return) part is hard to measure.

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Presenting Solutions To Your Clients

KO Advantage Group

When you dine at a restaurant and look at their 8-page menu, doesn’t it feel overwhelming? This situation is no different when you’re presenting solutions to clients.

9 Great Quotes from SDSummit 2019

Accent Technologies

There were many amazing track sessions, key notes and lunch and learns at SiriusDecisions Summit this year. Check out a few of our favorite analyst quotes from the week. Sales AI: “When we automate activities we don’t like doing, we can get back to creating, designing, engaging and disrupting.

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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.

Introducing NEW Activity Overview & Activity Comparison reports


Let me ask you one thing today: How do you currently track your sales team’s performance? How do you understand which sales rep is closing the most deals, which sales rep has a high deal closing % and which sales rep brought in the most amount of revenue in Q1 this year?

Inside Man

Selling Energy

A few years ago, I heard some excellent advice from one of our Selling Energy training graduates. When he meets with a prospective customer one of the first things he does is strike up conversations at the front desk or with other employees, asking them basic questions. Selling Performance

The 5 Quota-Killing Mistakes Only Experienced Salespeople Make

Hubspot Sales

Who's likelier to make a mistake: The rookie sales rep who's never sold a day in their life, or the veteran rep who's been on the front lines for nine years? The reality is, they're both going to screw up. Experienced salespeople simply make different mistakes.

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Bitrix24 Review, Features, And Pricing


Planning to get Bitrix24 for your company? Read on to learn about its features, pricing, and reviews. RELATED: 7 Advantages Of Using CRM Software In this article: What Is Bitrix24?

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.

Unleashing the Power of Your Multi-Generational Workforce


At Xactly Unleashed, we’ll help companies unleash the power of their sales teams by teaming up with the #1 generations speaker and researcher, Jason Dorsey. Sales Performance Management

From Player to Coach: Helping New Sales Managers Succeed

Miller Heiman Group

Sales managers influence what salespeople sell, where they sell, who they sell to and even how they sell. These factors make the sales manager role one of the most influential and demanding jobs in any company engaged in complex B2B sales. How many direct reports do sales managers have in your company? Maybe more? So why is the sales manager one of the most neglected roles when it comes to training?

3 Must-haves for a Successful Social or Mobile Ad Design

Leading Results Rambings

We’ve been talking a lot about marketing with Facebook and programmatic ads , but we haven’t discussed what makes a successful ad design.

Unique Selling Proposition: What It Is & How to Develop a Great One

Hubspot Sales

As a salesperson, you need to have the utmost confidence and belief in the product or service you're selling. If you don't believe in your product, it's likely the prospect won't believe in it either.

Sales Training Playbook by Lessonl

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

4 Customer Personality Types Your Sales Reps Must Be Able to Recognize

The Brooks Group

Without even realizing it, your salespeople may be pushing potential buyers away by using the wrong communication approach. Every buyer has a unique personality style and will feel more comfortable and at ease when they are sold to in a specific way.

Trade: A Time for War…or Peace?


WITH ALL THE RECENT TALK OF TRADE WARS – NICKOLAUS KIMLA’S EBOOK IS MORE RELEVANT THAN EVER! Why is trade so important, and why has a company that produces a CRM solution gone to the time and trouble to create an ebook about trade?

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Martech Advisors: Three Reasons Why B2B Buyers Are “Cold as ICE”

The ROI Guy

With the purchasing power moving from seller to buyer, buyers are becoming "Cold as Ice" meaning they are more in-control, cautious and economically-focused. So, what does this mean for B2B sellers? Checkout the advice from the ROI Guy, Tom Pisello, in this Martech Advisor article: [link].

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How a Sales Script Will Make You A Better Sales Sherpa

Hyper-Connected Selling

“If you want to be a successful Sales Sherpa , you have to be comfortable using sales scripts.” ” That statement might sound counter-intuitive considering the modern sales environment is increasingly complex, information-saturated, and every-changing.

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.

Podcast: Return on Investment (ROI) Buying with Frugalnomics

The ROI Guy

In this interview with Pat Helmers on the Sales Babble podcast, Tom Pisello reveals the latest research on just how broken b2b buying is, and how sellers have a unique opportunity to jump in and be the heroes. Checkout the podcast here: [link].

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Advanced onboarding – Why banking and financial services must change its approach

Artesian Solutions

There’s an old saying that ‘the trees that are slow to grow bear the best fruit’. As I see it, whilst we live in a society that demands instant gratification, there is still benefit in taking things slowly and learning from the journey.

Sales Enablement Executive Q&A: In Conversation with SevOne’s Brian Promes


In Conversation with SevOne: An Interview with Brian Promes. As the next installment in a series of interviews with Sales Enablement and Readiness leaders, MindTickle’s SVP of Strategy and GTM, Gopkiran Rao, recently spoke with Brian Promes to learn about his experience transforming sales enablement into an impactful and engaging initiative at SevOne.