Wed.May 15, 2019

How a Manual SEO Audit Can Improve Your Sales Funnel

Sales and Marketing Management

The world we live in today is one where the intangible has never been such a vital part of daily life. Empires are built on information. Empires are also toppled because of information.

Funnel 184

Sales Operations: The Guide They Never Gave You


“What was your first job?”. It’s one of my favorite questions to ask a fellow professional in sales operations. Some of the answers include: Elementary school teacher. Recruiter. Pharmacy Tech. Insurance sales rep. Cosmetics consultant. Account Manager. Financial analyst. Why the wide range?

10 Reasons Why Salespeople Hallucinate

Understanding the Sales Force

I was in the basement of our home looking for something when I saw it. It moved left to right, low, between the stored Christmas trees. I took another look and this time it moved right to left. Each time I moved, it moved. I breathed a sigh of relief when I realized it wasn't a critter but a shadow that I was casting. I saw something that simply wasn't there. A figment of my imagination. You could even call it a hallucination.

Timing is Everything

John Barrows

The more experienced I get in business the more I realize how important timing is with almost everything. I can’t tell you how many ideas I’ve heard about (or come up with myself) that were great ideas at the time, but failed because the market wasn’t ready for them. Good Ideas, Bad Timing.

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

33 Things You Should Be Proud Of

The Sales Heretic

Pride is a tricky thing. Many religious texts—and religious leaders—decry it. In fact, it’s one of the “Seven Deadly Sins,” along with greed, lust, envy, sloth, reality TV, and ordering red wine with fish. It goes before a fall and it pairs well with Prejudice. Sometimes we have to swallow it. (I

More Trending

The Definition of Motivation and What it Means For You

RAIN Group

While there are many definitions of motivation, I like Business Dictionary 's best: mo·ti·va·tion /,m?d??v?SH(?)n/

70% of Your Pipeline from Social Selling? Arzoo’s Story


I’ve just returned from a successful business trip to Dubai, and while I was there I met up with one of our customers, Arzoo Edroos. Arzoo is an account-based seller for Refinitiv and Thomson Reuters, and we’ve been working with her for the last seven years.

Anything Worth Having

Anthony Iannarino

In the original Conan the Barbarian movie , the young Conan and his peers are captured and forced to turn a giant wheel called the Wheel of Pain, for reasons that are not apparent. Over time, all of young Conan’s peers die, and he is left to turn the giant wheel alone.

ACT 89

When to Fire a Sales Rep (5 Lessons Learned the Hard Way)

Sales Hacker

The biggest mistake a leader can make is to hire the wrong person. The next biggest mistake is retaining people who need to move on. The truth is, you need to know when to fire a sales rep. I learned these lessons the hard way, from painful personal experience in leading teams for multinationals.

Churn 84

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.

Sales—Science Or Art?

Partners in Excellence

Recently, I read an article about sales being more science than art. Perhaps, I was a little unfair in my comments, but the author’s premises were flawed. I think we want to see sales being more like science because of what we perceive as the predictability and certainty that seems to exist in science. We want to be able to say, “If this……then that….,” applying rigorous formulas that drive our success.

One Key to Hiring Superstar Sales Talent? Know Your Management Style.

The Center for Sales Strategy

I spend a lot of time giving pre-hire feedback to managers about candidates. We discuss managing strengths and coaching weaknesses. We talk about how strengths and weaknesses can work together or can tug in opposite directions.

Do You Believe Sales Will Remain Human?


The growing concern is will sales remain human? Our beliefs about combining artificial intelligence and human selling are in the beginning phase. The question is, are we willing to consider varying perspectives for a better conclusion?

Why You Need to Know “The Need behind The Need”

Miller Heiman Group

Business buyers in today’s complex market are short on time and long on information. Chances are, they’ve already leveraged their own tools and technology to research and identify what they believe is their desired solution before they ever directly engage a seller. These buyers are like the patient who has self-diagnosed before entering the doctor’s office: they think they’ve singlehandedly solved their medical mystery, thanks to some Google searches and a few optimistic pharmaceutical ads.

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.

Why a Sales Script is a Compass, Not a Map

Closer's Coffee

There was once a person who wanted to experience indoor skydiving in Dubai. Before going in, the gatekeeper asked them a question to ensure their safety, “Are you pregnant?”. Funny enough, the person going in was a man.

6 Ways to Go from Satisfied to Loyal

Alice Heiman

I can’t imagine any business owner saying that satisfied customers were not a priority. . To use a term, I borrowed from Daniel Pink, I’d like to “flip” your thinking. Instead of thinking that your goal is a satisfied customer, start thinking a satisfied customer is just the beginning.

Why Every Employee drives Revenue by Serving Colleagues First

Babette Ten Haken

In better serving colleagues, we better serve our customers. I am not talking about serving the needs of soul-sucking managers who load us up with disconnected tasks which only serve their egos. Or, KPIs and bonuses. Because that is what you were thinking,).

How Sellers Can Win in a World of the Subscription Business Model

Selling Power

B2B subscription-based models are having a big impact on sales teams; here’s what that means for your organization, and how you can adapt. Selling Skills

B2B 73

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

My 8 Absolute BEST Sales Tips for Closing Business

Marc Wayshak

The best sales tips out there are simple yet incredibly effective. I’m sharing my 8 absolute best sales tips for closing business, so you can start crushing your sales goals. The post My 8 Absolute BEST Sales Tips for Closing Business appeared first on Sales Speaker Marc Wayshak. Blog sales tips

An Update On Removing the Social Apps from My Phone

Anthony Iannarino

Some time ago, I removed the social apps from my phone. Facebook. Instagram. Twitter. LinkedIn. Snapchat (an app I have never entirely understood). I removed these apps because I no longer welcome the interruptions, the notifications, or the distraction.

6 Common B2B Sales Problems and How to Avoid Them


There are so many factors that can stand in the way of exceptional B2B sales performance—poor leadership, lack of organization, no sales process—the list goes on.

B2B 72

SiriusDecisions Summit 2019: Age of the Customer – Why it Matters

Accent Technologies

Buyers are doing more research than ever before interacting with vendors. Become "customer obsessed" or risk getting left behind. You hear it day-in and day-out from companies of all sizes and industries: “We are highly focused on our quality of customer service.

Sales Training Playbook by Lessonl

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

Here’s how to get out of a slump in sales

In the Gong Labs series, you get data-driven sales tips that illustrate how to get out of a slump. Subscribe here. I woke up in a cold sweat. The red numbers on my alarm clock glared back at me: 3:13 AM. I’d had a few bad months in a row and was on the verge of another one.

Power Dialer vs. Predictive Dialer—What’s Better For Your Needs?

Learn more about what a power dialer and a predictive dialer are so you can determine which is most suitable for your business needs. Keep reading to find out more. RELATED: 9 Best Predictive Dialers for Your Business In this article: What Is a Power Dialer?

Critical Elements to Effective Social Selling on LinkedIn

Adaptive Business Services

What’s on your list of the top all-time combinations: Bacon and eggs? Peanut butter and jelly? Rainy days and strong coffee? Or maybe… LinkedIn and Social Selling? Stopped you there, didn’t I? We know.

7 Ways to Incorporate Online Sales Training Into Your Busy Schedule

Selling Energy

Time management is often a sales rep’s biggest challenge, and at first glance, it would seem that adding additional demands such as online sales training would just make things more difficult. Sales Trainings

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.

Transforming your sales approach? Here’s why you should buy a new CRM too.


Many organizations treat investments in sales effectiveness a series of buckets: One for strategy, one for the sales process, one for training, enablement content, coaching, analysis, individual salesperson performance… and so on.

CRM 86

If you are grouchy or mean, there will be a $25 charge for putting up with you.

Sales Lead Management Association

It sounds funny, but there is, or should be, a price to pay when we are less than pleasant, respectful, kind toward those we have hired to do a job. Just because we pay people doesn't give us the right to be rude, irritable, condescending or mean


The Best 7 Scheduling Polls and Surveys in 2019

Hubspot Sales

What's on your schedule for today? Meetings. Meetings. And wait. let me guess, more meetings. If you're a manager, salesperson, or individual contributor a portion of your day might even be spent scheduling meetings.