Fri.Oct 18, 2019

Checking In: How Well-Aligned Is Your Sales Enablement Strategy?


Perceptions of Sales Enablement can be ambiguous, but the bottom line is simple; sales enablement empowers your salespeople to be the best they can be. Simply managing your sales assets as an enablement strategy doesn’t cut it anymore.

Why Sales Is Not a Profession

The Sales Hunter

Recently, I had a discussion with a sales manager about how to connect with customers. This was no casual conversation; it was serious, because he was with a start-up company who had 18 months at best, to achieve critical mass.

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Setting Sales Managers to Fail

Engage Selling

Are you setting your sales managers up to fail? A few years ago, I met an executive running sales teams who had recently been promoted to the role. He gave new meaning to the term “hands off.”

The Magic Power in Setting Goals So Big They Scare You

Anthony Iannarino

Big goals are magic. Little goals, when they are not milestones on the way to big goals, are something less than magic. While they may not be completely impotent, they lack the power of big goals. There is a magic power in goals so big they scare you. The Problem with Small Goals.

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

Weekly Roundup: Tips For Closing More B2B Sales, Delivering Tough Feedback + More

The Center for Sales Strategy

- MOTIVATION -. Determine that the thing can and shall be done, and then we shall find the way.". Abraham Lincoln. AROUND THE WEB -. > > 9 Insider Tips for Closing More B2B Sales - HubSpot. It’s no secret that selling to other businesses is tricky.

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What the Future of Sales Onboarding Looks Like (SaaS Sales)

Sales Hacker

Many sales leaders think their onboarding process stinks… . And it’s true. . According to Bridge Group, 26% of sales leaders list ramping new reps as their top concern. Yet 3 out of 5 reps will not fully ramp for seven months.

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6 Ways Sales Professionals Can Succeed in a Slowing Economy


Uncertainty is resurfacing among business leaders. The Business Confidence Index is at its lowest point in more than three years, and the Global Economic Policy Uncertainty Index reached its highest-recorded point this year.

Circling Back with Your Customers

Selling Energy

One of the most important parts of the sales cycle remains overlooked. It’s imperative that you “circle back” to every one of your customers and ask them how it went

Why Top Performers Are Team Sellers | Sales Strategies

Engage Selling

????????????????????????????????? I’ve ve been working with organizations to help them understand what their internal best practices are for selling and what behaviours are really driving top performance.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

How to Succeed at Team Selling

Sandler Training

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. The post How to Succeed at Team Selling appeared first on Sandler Training.

Why Your Sales Reps Can’t Automate Referral Leads 

Women Sales Pros

Everyone loves a good shortcut. We live in microwave time—tapping our fingers because 15 or 30 seconds is just too slow. While there’s much to be said for efficiency, there are no shortcuts when it comes to relationships with customers.

?? Digital Selling


As things shift to more digital platforms, so too has the sales world. Salespeople are exploring traditional selling versus digital selling, and how to adapt to a more technological world.

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Getting Your Customers Involved in Creating Solutions

Paul Cherry's Top Sales Techniques

QUESTIONS BEYOND THE QUESTION Recently when working with a b2b sales team, a customer raised the question: “Do you have __ in stock?” The sales rep responded, “Yes, we do.” This (order-taking) sales rep response elicited basic customer follow-up inquiries like: How much? Is it available?

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

A Twist of Fate That Ignited a Hot Career: How AdRoll’s Jake Kanatsiz-Rohan Discovered His Passion for Sales

A Day in the Life of Jake Kanatsiz-Rohan - Senior Mid Market Account Executive at AdRoll Working in sales can be very intense. But when sales pro Jake Kanatsiz-Rohan was growing up, he had a very different intense career path in mind: firefighting. “I

?? Power of Service Creates Customer Loyalty in Sales


In our next podcast on SalesPOP!, we are interviewing Chris Widener, who is an American author and motivational speaker. Widener has written several books on motivation and business. He is named one of the top 50 speakers in the world and he is also a part of Inc. Magazine’s Top 100 Leadership Speakers. Today we will talk about the following points: • Everyone has his or her own perception of influence. So how can you define this term?

How Sales Training Should be Like Football Training

Frontline Selling

Football season is here! Most diehard football fans know that are the great lessons from the game that apply to situations in real life. For instance, the strategy and preparation. The post How Sales Training Should be Like Football Training appeared first on FRONTLINE Selling. Sales Management Tips & Tricks

?? Concept of Syntegration in Sales


John Golden interviewed Professor Fredmund Malik who is an Austrian economist with a focus on management science and the founder and chairman of a management consultancy (Malik Management) in St. Gallen. Malik applies systems theory and cybernetics to analyze and design management systems. Today we will talk about the following points: • What is the exact meaning or definition of the concept of Syntegration or super Syntegration? •

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

Let’s Talk Sales! Inspirational Quote by Andy Rooney – Episode 196

criteria for success

Today's quote from Andy Rooney is all about growth! Read on to learn more about this week's Let's Talk Sales inspiration! Andy Rooney Quote This month's theme is Assessing the State of Your Business. And today's quote comes from Andy Rooney, an American radio and television writer best known for his broadcast A Few Minutes [.]. The post Let’s Talk Sales! Inspirational Quote by Andy Rooney – Episode 196 appeared first on Criteria for Success.

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?? Bottlenecks & Accelerators in the Sales Process


Judy Frank talks sales bottlenecks and accelerators in the sales process with John Golden. Bottlenecks, also referred to as speed bumps or potholes, are things that come up in the sales process that slow the entire method down, or negatively impact it in some way. Accelerators, on the other hand, are things that speed up the sales process and lead to a quicker close. This podcast is also a recorded live event you are welcome to view here: Accelerators in the Sales Process. iTunes Podcast .

How to Use Webinars Throughout the Buyer’s Journey


Every form of content has unique advantages, so it’s difficult to say any one type of content is head and shoulders above the rest. But, if you were to declare the webinar the ‘king’ of marketing content , you wouldn’t be alone.

Sales Enablement News Roundup – October 18, 2019


Fall is upon us! These news and tips will help you revamp your Sales and Marketing strategies for continued success into the end of the year. How Marketers Can Tackle Sales Pipeline Ownership. Most organizations are increasingly relying on Marketing teams to bring in leads and grow the Sales pipeline. But with the two teams historically at odds, how can you bring the two together for more efficient operations and better buyer experiences? This Forbes piece will show you how.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

Blog Post Title


What goes into a blog post? Helpful, industry-specific content that: 1) gives readers a useful takeaway, and 2) shows you’re an industry expert.

What Really is Good Customer Service?


What is it that makes some people go to the same coffee shop each morning to get their day rolling? Is it the taste and quality of the coffee? Is it conveniently located across from their office or just steps outside their front door? Is it the fact that with tax included, their prices are always on the dollar, and they don’t have to dig for loose change? For me, it would be a combination of all of the above.

How Good Of A Negotiator Is President Donald Trump?

The Accidental Negotiator

He wrote a book, but how good is he really at negotiating? Image Credit: Michael Vadon. So first off let’s all agree on something: I don’t really care if you love or hate President Donald Trump. That’s not what I’m talking about.