Thu.Jan 09, 2020

For the Sales Veteran: Stop Training, Start Coaching

The Center for Sales Strategy

If you have—or have ever had—a veteran salesperson on your staff, you know they bristle at training. The mere suggestion of it can set them off—and for good reasoning! Most of us were once salespeople, and we were good at it.

Being Sales Assertive in 2020

Anthony Cole Training

Are there certain characteristics that make someone (or a salesperson) assertive? We believe so.

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Hey Sales Manager, Get Your Head Out of That Spreadsheet

No More Cold Calling

Poor leadership will cost you $3.5 million per sales manager. Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!”.

How Oracle Thrived in the 2008 Recession, Even with Missed Revenue Opportunities

Sales Benchmark Index

The year is 2007. The real estate market is flush. Stocks are booming. Getting a loan has never been easier. Companies are investing in themselves, growing their businesses, and increasing shareholder value. Now fast forward to 2008. The real estate bubble.

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How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

An Inside Look at Why 3 Good Salespeople Failed and 3 So-So Salespeople Succeeded

Understanding the Sales Force

You hired a great salesperson that didn't work out. You hired a so-so salesperson that did work out. You hired another great one that kicked ass, and another one that was so-so. That's the story of hiring salespeople. It's mostly hit or miss with an emphasis on miss.

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More Trending

Here Is Your 2020 B2B Sales Hunting License

Anthony Iannarino

This license entitles the holder to hunt for new opportunities. In exchange for this privilege, the holder will obey the following rules and guidelines: The holder of this license will be required to pick up the phone and call their prospective clients.

Overcome The 5 Most Common Sales Objections in B2B Sales

Sales Hacker

Objections are a part of life in sales, but they can be especially difficult to deal with in B2B sales.

How To Capitalize On Innovative Ideas


The world is full of bright, wise entrepreneurs, with many unique and innovative ideas. However, many of these innovative ideas never come to fruition, because these entrepreneurs don’t have the experience to execute their ideas.

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What Sales Enablement Leaders Need to Know About Sales Transformation

Miller Heiman Group

This guest blog post features one of our inaugural Miller Heiman Group Icons, Nicholas Gregory. In this post, he recommends ways that sales enablement leaders can implement sales transformation strategies. As a global sales enablement professional and leader, one of the chief lessons I try to teach is moving sales enablement from the perception it’s purely a training function or just a new word for training.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

Dissecting outbound sales with Aaron Ross and Jeremy Donovan on The “Hey Salespeople” podcast

Predictable Revenue

An effective outbound machine – from your outreach, to your meetings, follow ups, even compensation plans – is a holistic process. Too often we think of outbound sales as a collection of piecemeal artifacts, typically with email templates occupying the most important position.

Diversify Your Prospecting

Engage Selling

Especially in 2020, you need to diversify your prospecting to ensure long-lasting success. The world continues to change at a rapid pace.

5 Inspiring Sales Quotes to Ask Better Sales Questions

KO Advantage Group

I LOVE quotes! They say complex ideas in simple ways. Often memorable, and poetic. What quote do you turn to for inspiration to make more sales? Here is a list of 5 quotes I ABSOLUTELY love.

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How to Close More Deals with 3 Simple Sales Data Analysis Tips


Access to data gives sales leaders key insights for strategic planning. Learn how to improve your sales data analysis and increase overall sales performance. Analytics and Technology

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

Creating A Profitable Fanocracy For Your Brand, with David Meerman Scott, Episode #130


?. Subscribe to The Modern Selling Podcast on the App of Your Choice! Have you ever heard the term “Fanocracy?” Probably not, unless you’ve already picked up a copy of the new book by my guest, David Meerman Scott.

5 Cold Calling Tips to Help You Build Rapport

Selling Energy

Cold Calling sales performance

7 methods to fill serious holes in your sales hiring process

You finally found the perfect candidate (or so it seemed). They flew through the interview process, had perfect answers for every question, and charmed their way into the sales position at your business. Then everything changed.

Why Your Sales Kickoff Needs a Shake-Up

Corporate Visions

The post Why Your Sales Kickoff Needs a Shake-Up by Tim Riesterer appeared first on Corporate Visions. The goal of every great sales kickoff event is to get your team fired up, energized, and ready to win.

The Revenue Leader's Guide to Prospecting

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

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

How to cultivate presence and show up on every sales call with Zentap’s Kyle James

Predictable Revenue

At the core of that clarity, and James’ growth, is the ability to achieve a consistent state of presence in every aspect of the job – that means in every call, every demo, and every CRM update.

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The Guide to Launching a Successful Employee Advocacy Program


With the proliferation of social media, social employee advocacy as a form of strategic marketing is imperative in today’s digital landscape. Furthermore, the benefits of employee advocacy are two-fold—it benefit your employees, and your bottom line. What more could you ask for? .

?? Customer Decision Cycles


Rob Jolles is a sought-after speaker and best-selling author. He teaches, entertains, and inspires the audience worldwide. Rob draws on more than thirty years of experience to teach people how to change minds.

The Guide to Launching a Successful Employee Advocacy Program


With the proliferation of social media, social employee advocacy as a form of strategic marketing is imperative in today’s digital landscape. Furthermore, the benefits of employee advocacy are two-fold—it benefit your employees, and your bottom line. What more could you ask for? While there are some definitive advocacy program no-nos, an authentic and successful employee […]. The post The Guide to Launching a Successful Employee Advocacy Program appeared first on ZoomInfo Blog. B2B Growth

The 5 Keys to Sales Emails That Set More Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

So many reps' email efforts could be yielding more meetings--simply by using a better strategy. Watch the webinar with Marc Wayshak, Sales Strategist and Best-Selling Author, to get lots of great strategies on how to set up meetings via email! <

?? Effective Sales Leadership


Podcast interview with Krista Moore co-authored “Roadmap to Success” in 2007, with Stephen Covey and Ken Blanchard and is a regular contributor to Independent Dealer Magazine. Her articles have also been featured in OnPoint, Office Products International, NOPA, and Dealer Network magazine.

Becoming Relevant as a Sales Coach


by Rob Jeppsen. 10 min read. The Oxford English Dictionary defines “relevance” as “the state of being closely connected or appropriate to the matter at hand.”. The catalyst for compound growth isn’t more tools, training or people. World-class coaching enables leaders to be relevant to salespeople, helping them change activities, develop new skills, and improve performance. Relevance. “If If I can’t help my reps do more or do it faster, what value am I?”. Coaching is about being relevant.

Wearing A Blue Suit Drives Higher Win Rates

Partners in Excellence

Periodically, we do deep research on what drives winning. A couple of years ago, I revealed some of the research in, “In Examining 27,357 Wins, 95% Of Sales People Did This One Thing.” ” Those conclusions are still valid. But we’ve learned some new thing.

Achieving Your True Potential, with David Cancel of Drift


David Cancel, CEO of Drift, is on a mission: to help a million people achieve their potential. I was lucky enough to get a chance to speak with him on the Sales Development podcast, where we spoke about how people’s low expectations fueled his success, staying humble, and the key to a successful business like Drift. Here are some of the highlights. When David was growing up, he had no idea what. Source. Blog SDR

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.

XANT Presents the Digital Transformation of Sales at 22nd Annual Needham Growth Conference

SILICON SLOPES, Utah , Jan. 8, 2020 / PRNewswire / — XANT, the revenue acceleration cloud platform, today announced that it will present at the 22nd Annual Needham Growth Conference in New York City. The presentation on January 14 , delivered by XANT CEO Chris Harrington , will cover the digital transformation of sales and how organizations can best leverage data and technology to drive effective engagement with buyers.

The Retail Champion’s Playbook

Sandler Training

Retail champions never stop asking themselves questions about how to improve the customer experience. The answers to these questions generate a unique playbook for your store that sets it apart from competitors. The post The Retail Champion’s Playbook appeared first on Sandler Training. Blog Posts Customer Relationships customer care customer relationships sales success

The Magic of Intrinsic Motivation with Brian Remington {Hey Salespeople Podcast}


Why should you pause before answering a question… even if you know the answer? How do you motivate sales professionals so that their drive doesn’t need to be continually fed? If there are three frogs on a log and one decides to jump off, how many are left?