Wed.Nov 13, 2019

How to Forecast Sales: 5 Tips to Boost Accuracy and Speed

Sales Hacker

It’s week 10. You’re on a forecast call, and your rep drops a bomb on you. That $600k deal that was a “sure thing” is now pushed into next quarter because the buyer is on vacation for the remainder of the quarter.

The Importance of Critical Thinking: Logic vs. Emotion in Selling


Swamped by emotions, sellers can make costly mistakes like these: critical thinking skills The Importance of Critical Thinking


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10X Headquarters is Getting a Facelift—and it’s Pretty Over the Top

Grant Cardone

An inside look at the greatest office transformation in history. Carpets are torn up, walls are coming down, and over 150 employees are shuffling their desks around as Grant Cardone is currently leading the greatest construction renovation in South Florida.

Are You Using This New Technology to Generate New Opportunities?

Understanding the Sales Force

Do you have Rainbow flatware? Biomagnetic ear stickers? A diamond-shaped ice cube tray? Baby feather wings? Yah, these things exist here. You don't? Me neither. Dave Kurlan prospecting lead generation email prospecting AI

20 Must-Follow on Twitter at Dreamforce 2019

Smart Selling Tools

Dreamforce is a giant event taking place in San Francisco (and by giant, I mean it’s the world’s largest technology conference with 170,000 people expected; takes over the entire city, and spans the course of 4 days).

This is Why You Need a Sales Playbook

Alice Heiman

My clients often ask about sales playbooks. Should they have one? What format should it be? What should be included? How many should they have? . To be honest, I have shied away from playbooks because the word has different meanings to different people.

More Trending

A Guaranteed Plan For Improving Your Outcomes

Anthony Iannarino

There is tremendous value in outcomes-based thinking. One of the reasons people struggle to produce the results they’re capable of is that they lack goals, and a focus on the outcome. For example, maybe you want to win a new deal. But you don’t win a deal.

Win more with old-fashioned, in-person sales meetings


Despite reports to the contrary, the old-fashioned, in-person sales meeting isn’t dead. Sales Process Sales Management Sales Enablement

The Qualifying Conundrum in Sales: Misfit Clients Beware


Let me ask you a question or two: Is every client you’re working with someone you wish you could duplicate? Are they profitable, finding value in your solution, and do you look forward to your next conversation with them?

Mark Stralka Featured in Leading Sales Magazine Video Series

Mobile Locker

Selling Power is the leading online magazine and information source for sales leaders since 1981. It provides broad and deep information about how to sell better — and manage sales teams more effectively.

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7 Insider Secrets to B2B Sales Success

Marc Wayshak

Sales success for B2B salespeople requires a unique set of skills and strategies today. In this video, you’ll learn the 7 insider secrets to B2B sales success with the highest level prospects you can find. The post 7 Insider Secrets to B2B Sales Success appeared first on Sales Speaker Marc Wayshak.

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Move the Deal Episode 20: Creating Customer-Centric Enablement, Live from Showpad Transform 2019

Miller Heiman Group

In this very special episode of Move the Deal podcast—our last of season 1—host Greg Moore takes the stage at Showpad Transform 2019 in Chicago for a live episode all about achieving customer centricity through enablement. Joining Greg for this special episode is Helen Yu, chief customer officer at Showpad, and Doug Knight, vice president, global sales enablement at Ivanti. Listen in for the most exciting episode of Move the Deal yet!

Tip of the Iceberg: How We're Thinking About AI at Xactly


In 2005, Xactly CEO Chris Cabrera knew that moving companies from on-premise to the cloud was the way of the future. Here's how Xactly is using AI to push SaaS to the next level. Analytics and Technology Sales Performance Management

ringDNA Expands its Suite of Sales Engagement Solutions with the Addition of AI-Powered Sales Coaching

Smart Selling Tools

ringDNA Expands its Suite of Sales Engagement Solutions with the Addition of AI-Powered Sales Coaching. Groundbreaking conversation intelligence solution, now released to general availability on desktop and mobile, transforms sales management through AI-powered performance insight.

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Becoming a Master Networker – Power Partners

Adaptive Business Services

Let’s talk a bit about power partners. Power partners are the secret sauce of the networking world. They can and should be a subset of every networking type group that you belong to and particularly in any leads group. They also function as a standalone networking resource. I’ll start with a true story. . In 2005 I resigned from my last management job. I had been in management positions, with a few short-term exceptions, continuously since 1979.

9 Ways to Create a More Eco-Friendly Office


It’s an indisputable fact that our planet has reached a climate crisis, and human beings have played a monumental role in the troubling state of our environment.

Qstream Unveils ‘Qcert,’ First-of-its-Kind Micro-Certification that Validates Mastery of Essential Job Skills and Competencies

Smart Selling Tools

Qstream Unveils ‘Qcert,’ First-of-its-Kind Micro-Certification that Validates Mastery of Essential Job Skills and Competencies.

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Sales Challenges: A Difference in Opinion Between Sellers and Sales Leaders

RAIN Group

What do sellers see as challenging? What do sales leaders see as challenging for sellers? Where are these two groups aligned in their thinking and where are they divided? Do these differences matter?

New Product Update: Informed Editing


Automate and De-risk Your Forecasting Entry Traditional sales forecasting methods come with a lot of inherent biases and problems. Perhaps the most seemingly innocuous of these has potentially the most devastating effect on the end calculations: typos. By this we are referring to, say, that accidental slip of the hand where 100M total pipeline is […]. The post New Product Update: Informed Editing appeared first on Aviso. AI for Sales

Inside sales gone wrong: 5 common mistakes reps make

Growing your company will almost always include making some mistakes along the way. If you don’t make any mistakes, it probably means you’re playing it safe. Making mistakes is what makes us human. But some mistakes can be costly, and sales mistakes can be expensive.

Mastering Sales Motivation: The Secrets of a Motivated Sales Team

What motivates you? It’s a question we rarely ask ourselves. Our motivation often feels like something slightly vague, driving us toward a goal we’ve set. Are we sweating toward our sales target for the bonus? For kudos from our boss? For the joy of feeling like a crucial team player?

Being Mentored And Mentoring

Partners in Excellence

Mentoring takes all forms, some of the more unusual are the most helpful, particularly in my experience. Through my own career, I have had a number of “formal mentors.”

Showtime! A Group Presentation Primer

Selling Energy

Yesterday, we laid out the benefits of making sales presentations to a large group of prospects. Today, we’ll discuss how to craft an effective sales presentation for this kind of audience. Sales Presentations

The Best B2B Prospecting Tool you Will Ever Need


B2B prospecting is one of the most tedious and time-consuming tasks for businesses. Most of the marketers say that prospecting is the most challenging stage of their sales process. However, you can’t afford to ignore it.

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?? Resilience in Sales


There is often very little training for salespeople on handling rejections. If a salesperson isn’t able to handle how a “no” impacts them, it could impact their next call, their next activity, and can even compound into altering how they perceive their abilities.

Is it a Pipeline or Forecast Review?


Having been a frontline sales manager at Gartner years ago, this article is written to all of those currently in the role and hopefully reflects the sentiment and experience from all 2nd, 3rd, and beyond-line managers. .

?? Customer Integration


Customer integration at the most basic level is about having a company that can truly help the customer in every way. The salesperson becomes a valuable resource to the customers, the customer knows where to go, and who to talk to in order to get the job done.

How to Talk to Customers like They’re Your Friends

Nimble - Sales

Ever had that moment when you only remembered someone because you needed something from them? Or ever felt like someone just reached out to you out of the blue, only to find out that they remembered you because there’s something they have to ask from you? That’s how your clients feel whenever you suddenly reach […]. The post How to Talk to Customers like They’re Your Friends appeared first on Nimble Blog. Customer Care

Sales Training for a Transforming Market


Richard Ruff has spent the last thirty years designing and managing sales training projects for Fortune 1000 companies.

Why & How: Start a Gratitude Journal To Be a Better Leader

criteria for success

Want to be a better leader? It's time to start a gratitude journal. All this requires is reflecting on what you're grateful for and simply writing it down. If you talk to anyone about developing a practice of gratitude, this is likely where they will start. What is Gratitude Journaling? Journaling can be as [.]. The post Why & How: Start a Gratitude Journal To Be a Better Leader appeared first on Criteria for Success.

Overcoming Imposter Syndrome as a Sales Leader

Carew International

Have you ever questioned your worth at work? Have you ever thought, “I don’t deserve this…” or, “How did I even get here?” ” We all experience self-doubt like this every now and again. Especially at times when we feel we’re doing extremely well or we’ve finally achieved that goal we set years ago. This self-doubt has another name – imposter syndrome. Defined, imposter syndrome is a collection of feelings of inadequacy that persist despite evident success.

SalesLoft Officially Recognized as a Great Place to Work®-Certified Company


Fostering a positive culture is at the heart of what we do. We continue to be honored for a company culture that promotes innovation and uplifts and inspires our employees. So, I’m thrilled to share that SalesLoft is now a Great Place to Work®-Certified company! Why does this matter? Well, a Great Place to Work Certification is based solely on real-time employee feedback.

From snowball to iceberg


In You Are What You Love , James K. Lacy asks us to imagine a snowball sitting atop an iceberg. The snowball represents our conscious reasoning. When we learn something new, it goes into our snowball. The iceberg represents our intuitive, emotional processes. It is where our default behaviors live—the things that power our instincts and intuitions.