Thu.Jan 10, 2019

5 Reasons Your Team Doesn’t Know How to Get Referrals

No More Cold Calling

Asking for referrals might be hard, but it pays off big! Ask most anybody for the secret to how to get referrals, and they’ll probably tell you the first step is to simply ask. That might be true, but it’s far easier said than done.

How To Find Out What The Prospect Values Most

MTD Sales Training

Years ago, when I was on holiday in Disneyland, my family and I were enjoying a drink and some snacks when we were approached by one of the sales staff from the resort we were staying at. He recognised us and got us into conversation about our holiday.

5 Pricing Pitfalls to Avoid When Transitioning from Prem Based Solutions to an SaaS Pricing Model

Sales Benchmark Index

“To increase the value of our business by 2-3.5x all we need to do is convert to a SaaS based pricing model? Let’s do it!” ” I hope your CFO does not believe it is that simple. Unfortunately, we hear from.

Margin 190

Sales and Talent Toronto Networking

The Pipeline

By Tibor Shanto. The great thing about living in Toronto, is the great diversity we enjoy in all aspects of our lives.

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.

5 Big Sales Enablement Challenges to Tackle in 2019 [Infographic]


If sales enablement wants to keep moving in the right direction, research shows that many of them can and should continue to improve in a few key areas

More Trending

6 Professional Development Targets to Hit Each Month

Babette Ten Haken

These 6 Professional Development targets are more than the six “things” you need to accomplish or “do” in order to meet your employer’s KPIs. Or, your sales manager’s quota. Creating your very own professional development targets gives you ownership of you. Perhaps for the first time?

SME 109

Secrets To Sales Leadership And Long-Term Sales Success with Kyle Porter, Episode #98


Subscribe to Selling With Social. Apple Podcasts | Stitcher | Google Play | Google Podcasts. Sales leadership is a key piece of organizational success – it can determine the outcomes of a sales team more powerfully than anything else.

SAP 103

Have a Bloated Sales Pipeline? Here’s the Remedy.

The Center for Sales Strategy

Editor's Note: This post was originally published on The longer a sales proposal sits, the less likely it is to convert to an actual sale.

Remedy 100

Stardate 1.0: Travel Lessons for the Sales Road Warrior

Engage Selling

Are you a sales road warrior? Every week I’m asked about travel tips, recommended hotels, airlines, and locations.

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.

Better Sales Planning in Three Easy Steps


Sales planning can be complicated, really complicated—and “three easy steps” may sound too good to be true. When it comes to hitting sales targets, sales leaders must balance their overall pipeline opportunities with their team’s actual bandwidth.

5 Sales Coaching Tips that Are Easy to Implement

Topline Leadership

This article provides five sales coaching tips that are easy to implement for achieving the sales growth you need in 2019. The post 5 Sales Coaching Tips that Are Easy to Implement appeared first on TopLine Leadership. Sales Leadership Blog

Content marketing for sales: 6 ideas to address the bottom of the funnel

Base CRM

When you make content for the bottom of your sales funnel, you need to focus on quality rather than quantity. Your potential customer knows who you are, they know you can help solve their problem, and all you need to do is get them over the finish line.

What Will You Do When Prospects Raise Objections?

Sales Hacker

The post What Will You Do When Prospects Raise Objections? appeared first on Sales Hacker. Marquee Outreach Partner Sales Calls Sales Process Webinars

Sales Training Playbook by Lessonl

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

7 Signs You Should Invest in Sales Enablement Today

Interested in this topic? Check out Consistency Selling 101: A Sales Enablement Playbook here for tips on how to “clone your closers” and crush quota in 2019. 2019 is the year of consistency selling.

What it Takes to Create a Successful Coaching Culture

Sales Hacker

The post What it Takes to Create a Successful Coaching Culture appeared first on Sales Hacker. Choice Chorus Partner Training & Coaching Webinars

How to align marketing and sales to increase revenue with expert coach and consultant Jeff Davis

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jeff Davis, Founder, Keynote Speaker, and Coach at the JD2 Consulting Group. The post How to align marketing and sales to increase revenue with expert coach and consultant Jeff Davis appeared first on Predictable Revenue.

Reflecting on the Dynamic, Evolving Sales World as SalesLatitude Turns 10


Today marks a milestone for my sales consulting business, SalesLatitude: we hit the 10-year mark. I find myself contemplating how and why it all started, what I’ve learned and what the future holds.

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.

10 Inspiring Tips For Mompreneurs

Hubspot Sales

Let’s make this clear, right off the bat: being a mother is a full-time job. Being an entrepreneur is a full-time job. Being a Mompreneur is a feat. There’s a pretty good chance you’ve never heard of a “Mompreneur” before. We’re a somewhat rare breed, but that’s just part of what makes us so special.

System 101

Industry Leaders Agree: Support Is a Revenue Generator, Not a Cost Center


Support has gone through a noticeable evolution in recent years. While traditionally viewed as a department that racks up costs, industry-leading organizations have begun recognizing opportunities for their support teams to actually generate revenue.

Make Time to Coach Reps or Make Time to Vet Their Replacements


The investment required to turn a “B player” into a top sales performer is a terrible thing to waste. Yet that’s exactly what many sales organizations do: they let a big chunk of their sales training investment fall by the wayside. The average tenure of a salesperson is just two years.

Better Sales Planning in Three Easy Steps


Discover how you can improve sales planning with data-driven planning and analysis in 3 easy steps. Sales Planning

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 to Avoid Data Dumping, and Creating Objections

Smart Calling

Many sales reps “data dump.” ” That is backing up the truck and dumping out everything they know about their product or service on the prospect or customer. Of course, just as if someone had the load from a real dump truck poured on them, that is not a good thing.

Quantify and Monetize

Selling Energy

If you read my last two blog posts (see “ Pursuing Energy, Part One ” and “ Pursuing Energy, Part Two ”) you know that people are motivated by a wide range of energy drivers. Selling Performance

Should Virtual Classrooms Replace In-Person Events to Keep Valuable Reps in the Field?


With demand on the rise for measurable sales skills training that keeps reps in the field, companies are turning to virtual classroom experiences as a replacement for in-person events. But should they be?

Sell More by Getting Organized: 3 FoolProof Tactics

criteria for success

It’s the new year and that means new beginnings. Are you looking to sell more by getting organized? I get it, not everyone is a neat freak. And being considered “organized” may seem like the farthest thing from one of your capabilities.

Tools 56

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!

The Top 3 Takeaways From Salesforce’s State of Sales Research Report

Smooth Sale

Attract the Right Job or Clientele: NOTE: Adam Draper, Vice President of Sales, Introhive provides today’s guest blog.

Did I Hire a Dud?!

MJ Hoffman

Evaluating the Success of Your New Hire. The beginning of the year often brings on the addition of new team members. As a manager, or team lead, you’re responsible for making sure that your team continues to perform well and hit your numbers.

#SalesChats: Sales Trends That You Need To Know About In 2019


Sales Trends That You Need To Know About In 2019. So what are the prevailing winds in 2019 that can power you to sales success? Andy Paul joins host John Golden to discuss the hottest sales trends for the year ahead.