Partners in Excellence

JULY 6, 2018

I wrote, The Number Are, Well, Just Numbers. It stirred up a lot of discussion and one observation from Gordon Hogg, was both amusing and illuminating: “It’s the Cobra Effect! India’s colonial governor put a bounty on cobras to stop snake bites. Dead cobras came in but snake bites persisted. People started breeding cobras to kill for the bounty.” I don’t know it it’s a true story, but it points out the unintended consequences of some of the metrics we put i

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Proposal Pipeline Compensation Opportunity 56

Hubspot Sales

JULY 6, 2018

Self-discipline. Let’s be honest. For most of us, it’s a work in progress wrapped in good intentions, procrastination, and feelings of failure. But it doesn’t have to be. Self-discipline, like everything else, is a practice. Not every day will be perfect, but each day -- with its failures and small wins -- is progress, and that’s what self-discipline is all about.

How To 145

How To Social Media Call-back Study 145

Pipeliner

JULY 6, 2018

95% of business don’t know what their competitive advantage is. This shocking statistic means that the vast majorities of companies are not promoting and utilizing their top skill sets that customers want, and are likely losing out on revenue. Jaynie Smith discusses competitive advantage with John Golden. This expert sales interview explores competitive advantage with topics such as: Defining competitive advantage.

Competition 40

Competition Advertising Advertising Promotion 40

SBI Growth

JULY 6, 2018

Home field advantage. If you follow or have any familiarity with the sports world, you have heard the term. It’s what teams play for on the road to a championship because of the competitive advantage. Comparisons exist when it comes.

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Comparison Sports Customer Competition 189

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Jeffrey Gitomer

JULY 6, 2018

Can you deliver? Last week you wrote your personal commercial. Now it's time to deliver it.

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How To 136

Engage Selling

JULY 6, 2018

I’ve been thinking a lot about the state of sales, especially its state in the future. Here are some of my predictions and musings.

Revenue 65

Revenue Loyalty Quota Pipeline 65

Gong.io

JULY 6, 2018

Google “sales call tips.”. In.43 seconds, you’ll see that the Internet has no shortage of articles about making better sales calls. And many — even most — of these articles are great. They have extremely solid advice. So what makes these the 21 best sales call tips you’ll ever read? That’s a high bar we’ve set for ourselves.

Call-back 54

Call-back Cold Calling Face-to-face Objections 54

The Center for Sales Strategy

JULY 6, 2018

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

Territories 49

Territories How To Sales Lead Generation 49

Smooth Sale

JULY 6, 2018

Attract the Right Job or Clientele: Building a standout brand that attracts our audience requires being deliberately different. Most entrepreneurs defy the conventional approach to business and life. And a small percentage of salespeople, the top producers, seek to differentiate themselves from everyone else. Passion for making a difference and putting sales on a higher plane are the big differentiators among those building brand recognition.

Hiring 44

Hiring Motivation Commission Hubspot 44

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Sales

Selling Energy

JULY 6, 2018

Whether your organization needs to provide sales training or some other type of corporate training, the basic components are going to be the same. You want to build a program that is going to improve staff performance. Of course, before you can develop the right training program for your organization, you need to have a clear understanding of your objectives, a means to measure your own training performance, and success metrics for your trainees.

Training 40

Training Company How To Objections 40

Sales Evangelist

JULY 6, 2018

For many sales professionals, learning to sell to the C-suite is intimidating. Steve Bistritz has spent the last 17 years focused on selling to executives, and he says there’s a right way and a wrong way to do it. He shares his experiences today on The Sales Evangelist. Steve is co-author of the book Selling to […] The post TSE 871: How To Sell To The C-Suite appeared first on The Sales Evangelist.

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How To Sales 40

criteria for success

JULY 6, 2018

Are you managing a remote sales team? Or considering managing a remote team? Well, this quote from Bill Gates is sure to get you excited about the powerful possibilities of digital collaboration! Read on to learn more about this week's Let's Talk Sales inspiration. Bill Gates Quote In this episode of Let's Talk Sales, it's [ ] The post Let’s Talk Sales!

eBook 40

eBook Skype Motivation Microsoft 40

Selling Energy

JULY 6, 2018

Whether your organization needs to provide sales training or some other type of corporate training, the basic components are going to be the same. You want to build a program that is going to improve staff performance. Of course, before you can develop the right training program for your organization, you need to have a clear understanding of your objectives, a means to measure your own training performance, and success metrics for your trainees.

Training 40

Training Company How To Objections 40

Advertiser: ZoomInfo

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

Cold Calling

Selling Fearlessly

JULY 6, 2018

A professor of philosophy stood before his class with some items in front of him. When the class began, wordlessly he picked up a large empty mayonnaise jar and proceeded to fill it with rocks about two inches in diameter. He then asked the students if the jar was full. They agreed that it was […].

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Engage Selling

JULY 6, 2018

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Account Strategy Sales Sales Goal 48