Wed.Aug 14, 2019

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

Sales Hacker

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.

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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.

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 [.].

Sales Enablement: What It Is, What It Isn't, and Where It's Going

Speaker: Roderick Jefferson, Chief Executive Officer

The biggest problem with Sales Enablement is that there is no one universal definition. If you were to ask 10 different people “What is Sales Enablement?” you would get 10 different answers, none of which would show the whole picture. Roderick Jefferson, CEO and top sales enablement consultant, is here to provide some much-needed clarity on the what, why, and how of Sales Enablement.

How to maintain your voice as a salesperson


You’re days away from the end of the sales quarter, and you’ve been hustling to reach your quota all month. You’ve got a long list of calls to keep making. Tons of clients to connect with. And major goals to reach. IT IS CRUNCH TIME.

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More Trending

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.

SME 108

2019 Best Practice Guide to Conducting Store Visits


Store visits are an extremely important part of any team’s retail execution strategy. They provide an opportunity to collect important data insights about performance on the shelf, strengthen relationships with key retailers, and interact with potential buyers directly at the point of purchase.

Retail 103

Set Your Trap, Metaphorically Speaking

Anne Miller

You are going through the feed on your favorite social media and you come across…. Getting crabby about marketing. It’s opening day of crab season here and our traps have just been set. The idea of setting traps for a bounty to come is always really exciting, especially on opening day.

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.

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.

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.

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.

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

Buyer 90

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. .

Sales Training Playbook by Lessonl

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

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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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.

Video 72

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.

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.

7 Marketing and Sales Strategies to Grow Your Revenue Fast

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

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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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?

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.

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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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.

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.

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.

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.

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

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.