Wed.Aug 16, 2017

Help Salespeople Learn from the Best Teacher of All–the Customer


Sales trainers, you must keep one very important thing in mind—customers don’t attend your training, only salespeople attend. This seems like an obvious statement, but many sales trainers don’t act as if they understand this. It means all sales trainers are faced with a significant limitation. They can only influence what salespeople are going to say. They can’t influence how customers are going to respond.

Insights Revealed in The Ultimate Analysis of the Sales Force

Understanding the Sales Force

Image Copyright iStock Photos. They say that data is king and all this time I thought it was Elvis who was King. Who knew? Unfortunately, it all sounds a bit authoritarian so what if we just say that great data can provide us with great insights so that we can make better decisions?

Trending Sources

How to Become a Great Sales Coach


What is the difference between a sales manager that does poorly, one that does just okay, and one that really excels? Join sales expert and author Kevin F. Davis as he walks us through one major factor: a sales manager’s ability as a sales coach. What makes for a great coach?

Measuring Your Prospecting Process

The Sales Hunter

A topic many of my coaching clients ask me about is how to know if your prospecting process is working. The shortcut answer to the question is that I ask them what their sales are compared to the prospecting they do. Sounds simple, but the answer is far more complex and not easily answered despite […]. Blog Professional Selling Skills Prospecting prospect prospecting sales

Sales Training Playbook by Lessonl

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

More Trending

Treat Your Operations Like a Product with Ellen Kindley

Igniting Sales Transformation

Today, in this segment of the Women in Sales Leadership podcast, I’m talking with Ellen Kindley is a dynamic revenue operations leader at QASymphony specializing in sales process, data management & analytics, strategy, and sales tech.

The Leadership Playbook: Building People In Your Image

The Sales Blog

If you are not willing to be accountable for holding people accountable, then you will not have a culture of accountability. Your lack of accountability becomes their lack of accountability. If you are not client-focused , your people will follow your lead. If you don’t eat, sleep, and breath clients, neither will the people you need to take care of them. Your opinion about clients will become their opinion.

SAP 34

Sales Tips: Stop Clinging to Old Approaches

Customer Centric Selling

Sales Tips: Stop Clinging to Old Selling Approaches. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Account Based Everything — Structured Prospecting

Partners in Excellence

Account Based Everything, including Account Based Marketing and Account Based Selling is all the rage. Sometimes, however, I think we make all of this a little more complicated than necessary. Most of what we do in territory development and management applies to what we do in ABE. We just have the ability to focus, personalize, and leverage an incumbent position. The most fundamental aspect of ABE is that it provides a structured approach to prospecting.

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

How Top Companies Interlock Product Development and Sales

Sales Benchmark Index

Article Product Strategy Sales Strategy interlock product development product stategy sales and product interlock

Until Then, You’re Going To Stay Stuck.

Dan Waldschmidt

The answer is out there. You’re not the only one facing the problem that is in your way right now. Others have been there before and figured it out. You’re there now. And even though it feels like your situation is all-consuming, the answer is out there waiting for you to discover it. It’s not going to come to you automatically. You have to seek it out. You have to be obsessed about the answer.

All Buyers are Liars?

Cold Calling Results

Earlier this week in the Prospecting Mastery live group mentoring program, one of the participants posed this question: “Wendy, is it true that all buyers are liars?”.

Discover 43 Advertising Tactics You Can “Legally Steal” To Easily Create Powerful Sales Messages That’ll Make Your Prospects Buy Now


In a recent email we sent called: The Tale of Two Coaches there was a marketing lesson embedded in the copy. Did you spot it? In case you missed out here’s the opening….

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

The Future of Contact Centers: AI and IoT-fueled Services

The 1to1 Media Blog

More than half of contact center leaders plan to enable Internet of Things (IoT) and artificial intelligence (AI) in the next year, signaling a shift toward accelerated innovation in the contact center, according to research from the International Customer Management Institute (ICMI).