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.

‘On Strategy’

Bernadette McClelland

A huge part of advancing forward whether in your career, your business or your life … is strategy. Working out your next move. But it’s not as easy as it sounds, especially if you’re going through a crappy time! The secret, though, is to give subjectivity a rest.

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Being Sales Assertive in 2020

Anthony Cole Training

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

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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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.

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!”.

More Trending

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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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.

B2C 70

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.

5 Cold Calling Tips to Help You Build Rapport

Selling Energy

Cold Calling sales performance

Sales Training Playbook by Lessonl

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

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.

ROI 65

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.

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.

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 B2B Marketing Trends that You Can't Ignore in 2020

Speaker: Pam Didner, Marketing Consultant, Author and Speaker

Pam Didner, B2B tech marketing consultant, speaker, and author of Effective Sales Enablement and Global Content Marketing, will present the essential marketing trends you need to know in 2020. She'll discuss digital challenges that marketers commonly face and share actionable solutions and templates you can apply to your job in real-time.

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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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

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.

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.

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!

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 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.

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.

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.

?? 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.

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.

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.

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.

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.