Wed.May 22, 2019

What is a sales funnel and how is it useful?


A sales funnel is an indispensable tool for your sales team, and can help you figure out where and how to refine your sales processes. But with so many competing sales funnel definitions out there on the Internet, we thought we’d clear up some of the confusion.

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How a Multi-Channel Approach to Prospecting Influenced 73% of our Sales Pipeline

Hubspot Sales

These days, there's a lot of talk about influencing sales through social media or "social selling." However, I firmly believe you must measure what's effective in order to be successful. This post looks at how a podcast I developed has helped our company significantly influence the sales pipeline.

Needs Are Important, Results Are What Matter

The Center for Sales Strategy

We all have needs, and those needs drive us to spend time and money addressing them. In sales, we count on the needs of our prospects and clients to motivate them to buy. For decades, it has been a good sales process to focus on client needs. Needs are good, but they are not the complete picture.

Promoted! Sales Team Management Tips for Turnaround Teams


In this series for new sales managers, we’re about to look at sales team management tips for turnaround teams … teams that aren’t performing well. coaching leadership skills sales leadership sales management

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 Win More Sales the IKEA Effect Way


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The Ultimate Guide to Prospecting: How Many Touchpoints, When, and What Type

Hubspot Sales

It's incredibly rare that a prospect responds to a salesperson's first outreach attempt. This means following up … and following up on your follow-ups. But how many prospecting touchpoints should salespeople make before they call it quits? When's the best time to reach out to a prospect?

My Best Advice on How Not to Be a Commodity

Anthony Iannarino

There will be very few who will follow the idea in this post. Most will ignore the directive action I recommend here, doing exactly the opposite, believing it both wiser and more efficient.

Why is Getting New Clients So Hard? 3 Hidden Traps You Don’t Know You’ve Fallen Into


How did getting new clients get so hard? When you started it was easier: You had people to talk with and maybe even some existing client relationships that followed you, but now you aren’t getting the “Yeses” you used to. What happened? Did you get bad at selling? Do you need to change your pricing?

The Best 7 Sales Quote Software in 2019

Hubspot Sales

You've finally done it. You're entering the final stages of the deal you've been trying to close for weeks. The time has come to create a quote for your customer. But how do you go about doing that? Sales quote software makes it easier to create a quote and send a proposal to your potential customer.

Sales Training Playbook by Lessonl

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

4 Steps to Create a Buyer Persona Sales Reps Will Use (Template Included)

Sales Hacker

I’ve seen it time and time again… A company’s marketing team dedicates their already stretched resources to develop strong, accurate buyer personas — but no one actually uses it. Let alone the sales team, where it would do the most good.

Sales Strategy: What’s Most Effective? A Great Message! (Updated May 2019)

Corporate Visions

The post Sales Strategy: What’s Most Effective? A Great Message! Updated May 2019) by Corporate Visions appeared first on Corporate Visions. When you think about it, an effective sales strategy is all about making sure that your reps hit their quota, right?

3 Ways to Spark Motivation and Increase Your Drive

RAIN Group

Fitness centers are packed in January—everyone's motivated to lose those holiday pounds. Then, a month later, the place clears out. What happened? Where did everyone go? I can tell you: their motivation crashed and burned. There one month, gone the next. Is it gone forever? Thankfully, no.

3 Things You Can do to Increase Sales Rep Retention


Turnover is a challenge sales organizations face in today's competitive business environment. Learn how you can prevent it and increase sales rep retention. Benchmarking Sales Coaching and Motivation Sales Performance Management

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.

The TRUTH About Cold Calling and Sales

Marc Wayshak

Cold calling can work—you just need to know the right strategies. Check out this article to learn the truth about cold calling and sales in the age of the well-informed prospect. The post The TRUTH About Cold Calling and Sales appeared first on Sales Speaker Marc Wayshak. Blog cold calling

The Critical Building Blocks of an Enterprise Sales Engine


Many of you will at some point be faced with a board or executive team who want to get a slice of the juicy enterprise market after experiencing success in the mid-market. This article has some key takeaways on the pre-requisites for success from a sales org profile standpoint. I have assumed that your product is enterprise-ready and that you have determined relevance in this new segment. Having the Right People in Place.

Using Allego for Marketing: An Inside Perspective


As Director of Product Marketing at Allego, I have found our platform to be an invaluable asset for marketers. Once you read the rest of this post, I think you’ll agree with me.

Pipedrive Review: Overview, Features, And Pricing

Find out all that you need to know about what makes Pipedrive one of the best CRM software in the sales software market today with our in-depth review. RELATED: 7 Advantages Of Using CRM Software In this article: What Is Pipedrive CRM?

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.

How Nimble + Azure Revolutionize Relationship Management for Office 365 Teams

Nimble - Sales

Nimble has migrated its market-leading SaaS CRM from Amazon Web Services (AWS) to Microsoft Azure. The migration enables Nimble to tap into Microsoft’s world-class Azure platform and partner ecosystem to scale.

How to Stop Being a Bottleneck in Your Business


Conditioning Your Mind for Success. Melanie is a revenue strategist and business optimizer who helps leaders with the mindset, actions, and strategies to propel them to the next level of success. In this interview, she explains how a mind that is conditioned for success is the most powerful machine on the planet. We always have the choice to shatter old experiences and create new ones. This Sales Expert Interview covers: What does “stop being a bottleneck” mean?

Why Should They Care?

Selling Energy

Why should your prospects care about energy efficiency? What messages would pique their interest enough to have the conversation? sales performance

Critical Skills and Habits You Need to Succeed in the AI Era

Selling Power

Today’s post is by Ilan Kasan, co-founder and CEO of, the leader in AI and automation for sales and marketing. Ilan is a thought leader and blogger and a strong proponent that the best sales teams will join forces with AI to exceed their goals. To succeed in the 1950s, salespeople needed a handful of critical skills: connecting with potential customers, listening to their needs, and forming a strong relationship based on trust. Then came the 1980s and 1990s, and things changed.

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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!

Insider Secrets to Maximize Social Media Results

Fill the Funnel

Insider Secrets to Maximize Social Media Results Here are two key techniques that I have been using for over two years to generate substantial results, but have only shared them with my clients. The first key is to create categories for your social media posting.

Growing body of Artesian Club 100 Members Celebrate Success at the NED

Artesian Solutions

Artesian Club 100 – Exclusive Member Event. On 9 th May we held our inaugural Club 100 event at the NED , one of the City’s premier architectural masterpieces and former home of the Midland Bank.

Sales and Marketing Alignment Engagement Platforms: Sales Enablement Defined


Sales engagement platforms are no longer “nice to have;” they are a requirement for mature sales organizations that provide personal experiences for their buyers. With new sales engagement platforms designed to streamline sales processes being constantly introduced into the market, it can be overwhelming for sales enablement teams to decipher one from the other to determine which to select for their organization.

Storytelling at Work: 3 Ways to Improve Performance

criteria for success

Storytelling at work has the potential to impress more than the external players like prospects and clients. In fact, it has the ability to impress, engage, and improve the performance of your employees as well. A simple story can flip the mindset of a downtrodden employee into an invigorated one. And with this change in [ ] The post Storytelling at Work: 3 Ways to Improve Performance appeared first on Criteria for Success.

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.

Ready to Get Serious About Referrals? (Summer Sales Training Courses)

No More Cold Calling

Stop talking about referrals. Why would I tell you to stop talking about referrals, especially considering I’ve spent decades spreading that gospel? The answer’s simple.

Billy Joel…and CRM?


Mac or PC? iOS or Android? Proprietary cloud or AWS? Choices abound with today’s technology, whether it’s the laptop on your desk or the phone in your pocket. So why should your CRM be any different?

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Now Launching — 30 Brilliant Breakouts at Yellowship


Yellowship is all about learning from one another and from some of the world’s most brilliant innovators. That’s why we invited more than 30 industry influencers and leaders to challenge and inspire us to Do Better Work at our breakout sessions. With topics across sales, customer service, L&D, culture, and leadership, there’s something for everyone. Feel free to stick with one track throughout the conference, or mix-and-match to create an experience that’s right for you.