The Pipeline
MAY 28, 2019
By Tibor Shanto. Time is a truly critical element of sales success, yet too many take a very passive approach to their time. If not careful, time can be stolen by or wasted on the wrong opportunities. The most successful sellers will tell you to guard and own your time, not letting others waste it. To succeed in prospecting, in fact, in any element of sales, you need to own your time.
Score More Sales
MAY 28, 2019
Depending on when you are reading this, the Score More Sales Summer Sales Challenge is about to begin or it has begun already. No matter, you can get in on it at any point, although the sooner the better.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
MTD Sales Training
MAY 28, 2019
Most buyers we speak to don’t have much time for salespeople. The reason is they still think of them as being slick-talking, time-draining, pressure-inducing parasites who are trying to rip buyers off and get as much profit as possible. We all know this is a hackneyed, superficial oversimplification, based on ages-old templates that were forged from the old snake-oil salespeople of the wild-west.
The Sales Hunter
MAY 28, 2019
If there is one type of person every salesperson has more than a few pain-filled stories about, it is the gatekeeper. Relax! I’ve experienced my share of this too. You can’t make too many sales calls of any type without encountering one. You don’t have to think that the gatekeeper is the person waking up in the morning with the sole intent to keep you out.
Advertisement
A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.
Connect2Sell
MAY 28, 2019
Is hiring sellers like rolling the dice in your organization? You can do better and increase your odds of getting sales superstars with a solid sales selection process.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Julie Hanson
MAY 28, 2019
“My customers don’t want to see a bunch of slides. They tune out almost immediately.”. “I don’t even bother with PowerPoint anymore. I just have a conversation with my clients.” . I hear comments like these every day from salespeople and customers alike. It’s not surprising really. Over 30 million PowerPoint presentations are created every day. And with over 6 million teachers using slides in the classroom, customers have already seen their fair share of presentations by the time they enter
Shari Levitin
MAY 28, 2019
We often hear that thinking and reflecting are synonymous. They most certainly are not. Self-Reflection demands far more than intelligence. It requires a particular type of vulnerability and courage. Are you spending too much time thinking and not enough reflecting? The post Why Self-Reflection is the Key to Your Success appeared first on SHARI LEVITIN.
Nimble - Sales
MAY 28, 2019
Without a doubt, social media platforms and e-commerce solutions are two of the most influential phenomena of the 21st century. Both have significantly changed the way we get information, buy and sell goods & services, and interact with others. Many would attest that both have altered how we see the world as a whole. Some […]. The post How Has Social Media Changed Marketing for E-commerce Companies?
SalesLoft
MAY 28, 2019
Guest post by Sahil Mansuri, CEO and Co-founder of Bravado. Why does a buyer talk to a sales professional? To get pricing? Take a demo? Compare features and capabilities? Historically, submitting your info to get pricing, a piece of content, a free trial… anything at all… was seen as a bear trap set by vendors to coerce buyers into a miserable sales process.
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
Smooth Sale
MAY 28, 2019
Attract the Right Job or Clientele: The ultimate accomplishment is to realize your purpose. In the early days of entrepreneurship, similar words came my way but were not understood. Most of us are so busy living life, that we merely maintain a running list of small to moderate goals. The achievements feel good for the moment. But the problem is the excitement soon vanishes into a distant memory.
Partners in Excellence
MAY 28, 2019
This is the second article in my series on Sensemaking. For links to all the other articles, go to: Sensemaking, The Big Issue Facing Both Our Customers And Us. It’s impossible to begin to think about sensemaking unless we have a foundation. That is, a context in which we are seeking to make sense of things. It’s this context that provides the basis for all our sensemaking activities.
The Center for Sales Strategy
MAY 28, 2019
To sales managers and salespeople, "No" might be the worst word in the dictionary. Not only is it a buzzkill to hear the word, but it represents a terrible return on investment from the seller’s perspective. Think about all the hours invested into these steps of the sales process: Identify. Select. Discover. Advise. Close. … just to hear "NO!". What Happens When a Client or Prospect says NO?
Anthony Iannarino
MAY 28, 2019
Every task you scratch off your to-do list is only replaced by three more. Responding to an email only returns two more, both of which make some commitment on your time. There is never enough time to get everything done and, over time, you fall far enough behind that you need to start catching up. Here is a five-step plan for catching up and getting back on course.
Advertisement
Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.
Miller Heiman Group
MAY 28, 2019
Today, buyers wait longer than ever before engaging a salesperson. In part, that’s because buyers turn first to many other resources—including social networks and trade publications—before turning to salespeople to solve business problems, according to the CSO Insights Buyer Preferences Study. In that study, salespeople ranked as the next-to-last resource that a buyer would consult for advice, finishing just before trade associations.
Allego
MAY 28, 2019
Sales leaders have little or no control over what their competitors are doing, or when their reps will gain access to key decision-makers (if they’re even able to do so in the first place). However, they can control how their sales team pitches their products and responds to customer concerns. In industries such as healthcare, medical devices, and pharmaceuticals, your team’s execution of the “how” has become increasingly critical.
Janek Performance Group
MAY 28, 2019
A tricky question for many businesses – especially start-ups – is what price to charge for a given product or service. It’s even more complicated when you consider that within a given industry, there’s liable to be such a wide range that it’s difficult to pin down your price point. So, let’s take a look at some things to do when trying to figure out what to charge.
Sandler Training
MAY 28, 2019
Many sales professionals we work struggle with the question of how to leverage social networking platforms like Facebook, LinkedIn, and Twitter into their business development plan. Here are twelve simple steps you can take that will make it easier for you to launch and sustain mutually beneficial social connections online. Read Time: 4 Minutes.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
KO Advantage Group
MAY 28, 2019
I want to talk about making connections. Whether you're out and about for a short vacation or a business trip, make sure that you're making conversation with people that you can connect with anywhere you go. Why? Well, for one, it makes your trip a lot more meaningful. Secondly, you'll never know where these connections can lead you. Reaching out and establishing a relationship with people has never been so easy.
Pipeliner
MAY 28, 2019
I find it almost unbelievable that I need to say it. But today, nearly 30 years after the first CRM system hit the market, it’s still true, and there seems to be many companies who have not gotten the message: yes, you do need a CRM! This article—and the next 2 in this series—are designed to show you exactly why. Welcome to the Digital World. To begin with, we are all now living square in the middle of the digital world.
Allbound
MAY 28, 2019
April Showers into May Flowers. 6 Ways to See Real Growth in Your Channel this Spring. Let’s face it: partner programs require some work. Your channel partner program is sure to be a beneficial stream of revenue for your company, but there are rainy days to balance out the great ones. We’ve all heard it, April showers bring May flowers. Here are 6 simple and easy ways to see your partner program flourish this season: 1.
Pipeliner
MAY 28, 2019
Any entrepreneur who works with overseas sales knows that receiving payments from international customers can be a hassle and a half. In fact, it can be so bad that many would drop the idea of selling internationally altogether. All of that because the revenue gained from this won’t be enough. International money transfer fees are a major factor in overseas collection accounts because they are the thing that makes entrepreneurs lose a lot of their rightfully earned money.
Advertisement
Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.
Closer's Coffee
MAY 28, 2019
I’ve been working for Miller Heiman Group for nine years. I’ve been selling for 25-30 years, at least in an official capacity. I started right out of college for a small commercial printing and supply company. It involved a wealth of door-to-door, cold calling, and cutting your teeth on a lot of rejection. I’ve spent the last 15 plus years helping companies improve their people.
Pipeliner
MAY 28, 2019
For a small business that deals in sales the salespeople are the most important members of the team. They are the ones who truly get the business running. Therefore, hiring them is one of the most important steps you’ll have to take as a business owner. Make a mistake here and you might very well join the 23% of small businesses that fail because they don’t have the right team.
SalesforLife
MAY 28, 2019
This Podcast is about the inspirational journey of Jamie Shanks, the CEO of Sales for life who has trained over 100 thousand personnel across various verticals in sales. He provided training in six continents in organizations such as Microsoft, Oracle, American Airlines, and many more! He has also authored highly acclaimed books such as Spear Selling-Account Based Selling for Modern Digital Professional.
Leading Results Rambings
MAY 28, 2019
It’s almost summer – are you feeling the heat? I’m not just talking about the summer heat. I’m referring to the heat put on marketing teams as employees gear up for summer vacation and work piles up for those of you left in the office. Don’t let leads go unnurtured or customers unattended. What can you do to make sure your marketing doesn’t fall through the cracks as employees leave for vacation?
Advertiser: ZoomInfo
In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
BrainShark
MAY 28, 2019
Mergers can cause a lot of disruption for sales teams, but the right approach can help make integration more seamless for your reps.
Leading Results Rambings
MAY 28, 2019
It’s almost summer – are you feeling the heat? I’m not just talking about the summer heat. I’m referring to the heat put on marketing teams as employees gear up for summer vacation and work piles up for those of you left in the office. Don’t let leads go unnurtured or customers unattended. What can you do to make sure your marketing doesn’t fall through the cracks as employees leave for vacation?
Bigtincan
MAY 28, 2019
Sales enablement can be a confusing term. Sales enablement software providers, analysts, and journalists often focus on different areas and provide varying definitions. Let’s take a moment and use this simple definition of sales enablement: “Sales enablement is a strategic approach, involving not just Sales and Marketing but also people from other functional areas like […].
Expert insights. Personalized for you.
309 
Let's personalize your content