Wed.Jul 17, 2019

Effective Feedback for Sales Performance

The Center for Sales Strategy

The top-performing sales managers in business are on top because they are continually finding ways to make their team produce even more. The number one way to do that is by providing effective feedback to their employees.

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Two different approaches to getting in-the-door

Sales 2.0

If you run a small company, you usually end up being one of your company’s early sales people. If you are in this position, this post may help you. It’s about an alternative way to get in front of your target buyer without cold calling.

Promoted! How to Develop a Sales Team


As sales manager, you can focus on the short-term and drive sales results to meet this period’s goals. It’s a lather-rinse-repeat approach, and you’ll be doing exactly the same thing next period and next year.

The Best Salespeople are 791% Better at This Than Weak Salespeople

Understanding the Sales Force

The first contractor got a proposal to us within a few days, the second contractor got a proposal to us later the same day and the third contractor gave us a price on the spot. On the responsive scale, the third contractor was the best.

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.

Creating Elevated Moments – Customer Experience Lessons from the World’s Best Restaurant

Sales Benchmark Index

B2B companies are waking up to the fact that to grow faster than their competitors, they need to differentiate their customer experience. Taking another lesson from outside of our industry, today we will examine how CX design elevated a restaurant.

More Trending

Get Promoted to Sales Management (Advice from 17 Experts)

Sales Hacker

Are you in sales and looking to get promoted into management? This was the gist of a question Scott Barker posed on LinkedIn.

What Every Business Should Have in Their Sales Tech Stack

Hubspot Sales

“Sales stack” is jargon for the technology/software salespeople need to do their jobs and communicate effectively with prospects. Having the right tools in your stack is the best way to support your reps, so that they can do their best work.

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Focus Your Board on Your MVC: Most Valuable Customer


It’s a saying you hear a lot: Your most important customer is the one you already have. Yet, it bears repeating for two reasons. One, it’s true: it costs less to keep an existing customer than it does to acquire a new one. Two, it’s so easy to forget. .

Stop Procrastinating: 3 Ways to Get Started on Your Greatest Impact Activity

RAIN Group

Everyone is a periodic procrastinator. Twenty percent of people are chronic procrastinators. We all have something we want to do or know we need to do, but it seems difficult, so we avoid it.


Sales Training Playbook by Lessonl

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

What to Do to Stop Worrying About Your Career

Sandler Training

People have many fears. Obviously, there are natural fears which have helped us to survive as a species but let’s leave them to scientists. This time, I would like to review the work-related one: the fear of change. Read Time: 6 Minutes. Professional Development

You don't have as much time as you think


Most sales professionals are notorious optimists. We always think our next big sale is right around the corner, that the opportunity we were excited about last week is definitely almost ready to close, and that we’re going to absolutely make our quota this time. Sales Coaching Sales Management

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What Exactly Is Sales Force Automation? [FAQ]

Hubspot Sales

Here’s a question: How should sales teams spend their time? If your answer was anything other than “selling,” you’re in the wrong business. But as it turns out, that’s not how most teams operate. A recent study shows reps spend just about a third of their day selling. A full 21% of their day is spent writing emails, 17% is spent entering data, 12% is going to internal meetings, and another 12% is spent scheduling calls.

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Fire Up Your Sales Team

Alice Heiman

The Heat is On! Summer is here (in some locations it’s hot) and it seems e veryone is on vacation. This might give your salespeople a signal to slow down because they think everyone is out of the office. Granted, having a 4-day weekend for the 4th of July did make it challenging. .

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.

3 Types of Retail Reports Your Reps Should Be Building Each Visit


Having a strong retail presence is all about making your product attractive and available to shoppers in order to capture sales.

How to Get More Visibility with Sales Pay and Performance Data


Understanding how your sales team performs is crucial to success. Here's how sales leadership can get more visibility with sales pay and performance data. Sales Coaching and Motivation Sales Performance Management

The One Word You Need to Teach Your Sales Teams for Effective Discovery

Force Management: The Command Center

Do you find yourself consistently frustrated with deals coming across your desk that: give away too much margin; aren't tied to the biggest business issue; have limited access to the economic buyer? Sales Discovery Process

Guidelines to Creating the Perfect Sales Presentation

Selling Energy

When you’re preparing a sales presentation, remember that your listener doesn’t necessarily want to be educated. They want to be sold. They want to be told what to do. They want to be entertained and motivated to take action. Sales Presentations

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.

50 Thriving Startups You Should Definitely be Paying Attention to

Nimble - Sales

Great achievements start with simple plans and small steps. If you are looking for a push to get you rolling towards your business dream, we have something really inspiring for you. How do you ensure success for your startup? What are the best startup companies?

The Evolution of the Modern Buyer’s Journey: Why Sales Needs to Care Now


Guest post by Jake Dunlap , Founder & CEO @ Skaled. When is a change first noticed? Where does evolution begin? We often miss the subtle shifts in habits, and most changes don’t occur overnight. They occur in long stretches of tiny differences that build up and result in a massive revision.

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The Top 10 Characteristics of Effective Sales Professionals


Competition in selling is as intense as it has ever been. The sales professionals who succeed bring the extra 10 percent that makes the difference between a win and a loss. However, this 10 percent is elusive because it is not always clear what it represents.

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Stay on Top: 5 B2B Marketing Trends to Follow in 2019

criteria for success

Can you believe that we only have 6 more months left until 2020? I know! Time is flying by. That's why it's so important we take a step back to analyze our marketing efforts. Are we achieving the goals we set for ourselves at the beginning of the year? Are we addressing new trends?

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!

Brand and Purpose Come Together

Sue Barrett

Sales Trend 7 of the Barrett 12 Sales Trends Report for 2019 is about how purpose, employee and customer experience, and the promises you make contribute to the brand result. By guest author, Michel Hogan, Brand Counsel.

Why One-Call Closes Aren’t Always a Good Thing

Frontline Selling

Ring, ring! Who’s calling? Money! Many salespeople think a one-call close is the Holy Grail of sales, and it’s easy to see why. A one-call close is a sale where. The post Why One-Call Closes Aren’t Always a Good Thing appeared first on FRONTLINE Selling. General

“You’re A Pain In The Ass! Thank You”

Partners in Excellence

We should all be fortunate enough to have a few people that are “pain’s in the asses” to us. Last week, I posted something on LinkedIn. My friend, Mike Webster , disagreed with me, and it was over one word. I had used the word “but” in part of my “pontificating.” ” Mike challenged me on that, I provided a sloppy response. As he usually does, Mike didn’t let me off the hook.

Measuring the Right Marketing and Sales Metrics for Success

Frontline Selling

There’s sometimes an unfortunate rift between two crucial departments of an organization: the marketing team and the sales group. While this Great Divide exists, it’s still up to both to. The post Measuring the Right Marketing and Sales Metrics for Success appeared first on FRONTLINE Selling. General News

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.

Two different approaches to getting in-the-door

Sales 2.0

If you run a small company, you usually end up being one of your company’s early sales people. If you are in this position, this post may help you. It’s about an alternative way to get in front of your target buyer without cold calling.

How to Analyze Sales Trends and Performance

Frontline Selling

Sales data provides an open door to improvement in decision-making, future performance and customer satisfaction. Ultimately, it’s a key to a company’s success. The statistics and information you receive allow. The post How to Analyze Sales Trends and Performance appeared first on FRONTLINE Selling. General

Knowing “How To Win,” Makes You A Better Prospector!

Partners in Excellence

Social media channels are dominated by top of the pipeline/funnel thinking. The answer to making your numbers is always more demand gen, lead gen and prospecting. There are battles between pundits on which approach is better. For example the traditional prospecting camp and the social selling camp. In reality, we need to do it all. The message in at least 80% of the articles/books one reads focuses on lead gen, demand gen, and prospecting.