Wed.Aug 14, 2019

The Power of Social Selling (+ 7 Rules for Storytelling in Sales)

Sales Hacker

Prospects are dodging sales communications at greater and greater rates. . Armed with better filters on their email inboxes and cell phones, they can block just about any sales message. Which means email open rates and call connect rates are dropping. This should make every sales leader nervous.

How Getting Fired Actually Launched My Referral Business

No More Cold Calling

There’s always a silver lining to getting sacked. I didn’t plan to start my referral business so soon. But then I was fired. Just like that, my manager gave me the news. I had a sense something might be going on, since I’d recently lost a big deal to a competitor. But I didn’t expect to be fired.

Promoted! Training Sales Managers: The Role of HR


If you’re a sales manager, keep reading! This post will also help you understand what’s reasonable to expect from HR and how you can become more effective by accessing expertise from others. Mostly, though, today’s post is intended for the HR team members who interact with the sales division.

The Magic Customer Service Question

The Sales Heretic

I was hungry. I had just checked in at the Sheraton hotel in Tampa, Florida, where I was conducting a sales training seminar the next day. Now, normally when I’m traveling, I like to get out of the hotel and find a good, local restaurant to eat at. But this evening, it was late and [.].

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.

Why The Stories You really need to Know are Uncomfortable

Babette Ten Haken

The stories you really need to know are not necessarily the stories you want to hear, are they? Because the stories you really need to know make you feel uncomfortable. After all, the stories you prefer to hear validate and justify the way you currently serve your existing client base.

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More Trending

Move the Deal Episode 8: The Latest in Sales Enablement Research with Tamara Schenk

Miller Heiman Group

In the latest episode of Move the Deal, host Greg Moore talks with CSO Insights Research Director Tamara Schenk.

How AI is Changing the Sales Process


In 2019, artificial intelligence (AI) is prevalent in our everyday lives. Whether it be selecting a movie on Netflix, shopping on Amazon, or ordering an Uber, AI is powering many of the decisions we make on a daily basis.

Professional Development: 9 Lessons I Learned in the Worst Way

Anthony Iannarino

They say good judgment is the result of prior lousy judgment. That idea has proven true for me over the course of my life in sales. The following stories of nine mistakes are all true, and the name of the person responsible is known to you and cannot be changed to protect the guilty.

Do Your Sellers Need More Appointments with Quality Prospects?

The Center for Sales Strategy

What do the best managers do to get their salespeople to pick the right prospects? They become the gatekeeper. No prospect should ever get on a salesperson’s Target list until it has been fully qualified against a set of objective criteria, a target business profile.

Sales Training Playbook by Lessonl

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

Six key follow up principles that you should keep in mind

In the business world, rarely are deals closed on day one. It takes a lot of nudging and nurturing before a prospect is ready to throw money at you. That’s why following up with prospects is so important for any sales team.

Positioning Your Company for Sales Success

Alice Heiman

¾ Inch Bolts . Were you ever walking down the street thinking , “Wow, I really want a ¾ inch bolt! Nothing would make me happier than a ¾ inch bolt. ” . W hen I asked that question in my last presentation, no one raised their hand. I wasn’t surprised because n either have I. .

Ash Brokerage Boosts Sales with Agile Learning and Collaboration


In January 2018, the Retirement Division of Ash Brokerage was facing a number of challenges. Among other things, the fast-growing division needed to develop a more consistent onboarding experience for new hires.

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A Day in the Life of Tammie Presser - VP, Customer Success,

Skee-Ball, Anyone? The “Typically Atypical” Days of’s s Customer Success VP, Tammie Presser. Tammie Presser talks with her hands — a lot. It’s a family trait, according to this first-generation Californian of Mexican and Cuban heritage. “I

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.

Using Your Marketing Automation for To-Partner Marketing


Using Your Marketing Automation For To-Partner Marketing. Most companies today have adopted some form of marketing whether it’s digital, email, social or content in order to increase brand awareness and generate leads.

3 Productivity Tips for Your Remote Salespeople

RAIN Group

This RAIN Group article was first published on Selling Power. Sales managers face a myriad of challenges managing remote sales teams. When seller and manager are in different places, though, one challenge stands above all else: ensuring sales productivity.

The Missing Link Between Your Differentiation and Your Buyers

Force Management: The Command Center

There are a lot of organizations out there that tout what makes them different from the competition. However, at times, that differentiation is simply talk and no action. What's on the PowerPoint slides fails to translate to the real-life customer experience.

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Creating A Culture Of Experimentation In Inside Sales w/Blake Johnston @OutboundView

Learn from OutboundView CEO Blake Johnston on what an agile inside salesperson is and how creating a culture of experimentation can improve your sales team. Read on to find out more.

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.

What Are Your Top Sales Priorities?

Selling Power

At the end of 2018, Gartner identified five critical priorities the majority of sales leaders wanted to address and invest in for 2019. Let’s revisit them and see how you’re stacking up so far. Sales Leadership

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4 Categories to Explore Before Meeting with Your Prospect

Selling Energy

What methods do you use to get to know your prospects before you meet with them? I'm here to tell you that you really need to do a lot more research and planning than you might imagine.

Improve Your Golf and Improve Your Selling

Braveheart Sales

The other day, I played in a tournament with some other golfers, all trying to qualify for a national event. I failed. I started off poorly. I quickly got into some situations on the course that were difficult to get out of and, to make matters worse, I did not putt well.

Demo-litions: Klue’s Demo Tear-Down (Episode 4)

Sales Hacker

Here, Shane closes out his product demo of Klue with Caitlin, his prospect at OpenGov. This is where things get exciting, so let’s see how he closes and establishes next steps! Need to catch up?

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!

Commission Expense Accounting: 5 Steps to Simplify ASC 606 Compliance


Commission expense accounting under ASC 606 requires detailed data. Learn how to easily gather the data and comply with the new Revenue Recognition Standards. Analytics and Technology Forecasting Revenue Recognition (ASC 606

Customers Feel Value

Partners in Excellence

Scott Gillum and I were having one of our usual conversations, the marketing vs. sales conversation. As usual, I thought, Scott is a wickedly smart marketing professional. Somehow those words seem like an oxymoron, but in his case it’s pure truth.

Hormones drive buyer behavior and you need to know what to do about it


Everybody knows teenagers make bad decisions because their hormones are messed up. But surely once we reach adulthood and start making business decisions, we’re long past that, right? Sales Management

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How to Make Your Sales Team More Efficient and Effective with Specialization


When you’re leading a sales team, you’ll have a diversity of creative personalities and practical thinkers. In order to harness all of the energy to produce an effective and efficient sales funnel, it’s important to strongly rely on specialization.

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.

The 5 Most Common Customer Objections

criteria for success

Are your sales reps struggling with an appropriate response to common customer objections? They're not alone! Believe it or not, objections are exactly what makes the sales world go round. Think about it, if customers never made objections, sales reps wouldn't have a job!

4 Tips to Become a Better Communicator in Sales

Janek Performance Group

As sales is shifting to more of the process occurring over the phone and via video conferencing, the speaking voice is becoming an increasingly critical skill for sales professionals to develop and perfect.

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Moving to Sales Leadership


By: Justin Welsh. 5-minute read. One of the most difficult transitions for talented sales leaders to make is jumping into that first VP of Sales opportunity. Running an entire revenue department is significantly different than managing a team or managing a group of managers. The best way to come out of the gates fast is to have a process defined for how you’re going to build, track, and manage your sales department.