Tue.Sep 18, 2018

6 Must-See Statistics for Sales Enablement Leaders


Bob Kelly, chairman of the Sales Management Association, breaks down several key trends around sales enablement and effectiveness

Trends 101

How to Leverage Company Data in Different Customer Segments


Customers come in all shapes and sizes. The type of data you look at and the methods you use to make sense of it should depend on the nature of your business and your ideal customer profile.

7 Sales Gamification Ideas To Help Your Team Conquer Quota

Chili Piper

It seems like forever ago when I first took on the role of SDR. We used to have monopoly money that our sales managers gave out for various contests that we would later turn in for “cash” that was added to our commission checks. We tried everything.

Quota 52

What Does World Class Pipeline and Forecasting Management Take?

Sales Benchmark Index

Everyone knows that as a highly effective sales leader you should inspect the key leading and behavioral indicators of your team as a predictor of future sales success. What always amazes me is how many sales organizations just do the.

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 whitepaper to learn how important conversational AI is to your CX strategy.

Eleven Ways to Boost Your Presentation Skills

The Sales Heretic

Whether you’re a salesperson, executive, or business owner, presentation skills are vital to your success. But presentation skills are rarely taught in school, and too many companies don’t invest in such training for their people.

More Trending

The Worst 4 Letter Words In Sales

The Pipeline

By Tibor Shanto. No need to go to the gutter right away, there is a lot to be said for words in sales before we have to go blue. Given that there so many words, every day bringing more, that the word we’ll focus on today is a proxy for words rather than just one guilty word. The word I am talking about is talk, and the often silly way sellers use words, but more specifically the obsession to be delivering words, talking, sometimes (usually), jusf for the sake of talking. Fear of Silence.

Vendor 191

Data Shows 1st Year Sales Improvement of 51% in this Competency

Understanding the Sales Force

I've written extensively about how salespeople score in 21 Sales Core Competencies. Typically, both the articles and data are shared in the context of the difference between top salespeople and weak salespeople but rarely have I written about what happens after salespeople have been evaluated.

Data 181

Announcing The JBarrows Certified Platform Partner Program

John Barrows

In 2012, during one of John’s month-long globe-trotting sprints delivering the Filling The Funnel and Driving To Close training on-site, we realized we were at terminal velocity. The number of customers and sales teams we could work within a given year was maxed.

Funnel 178

Sales Tech Game Changers: @Bigtincan – How to Learn Faster, Sell Smarter, and Win More

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Patrick Welch , President and CMO of Bigtincan.

Retail 130

10 Sales Leaders Share their Strategies for Writing Winning Proposals

PandaDoc interviewed 10 CROs and Sales leaders from companies like G2 Crowd, Sales Hacker, and Zendesk about their strategies for winning sales proposals. This eBook contains their insights and actionable takeaways that will give your team a leg up on the competition.

5 Tips to Boost Your Sales and Still Have a (Happy) Life

Jeff Shore

By Amy O’Connor. For those of us in sales, we do it because we love it. We love the people and helping them improve their lives. We love the financial rewards that come with being really good at our job. We love the dynamic environment that is constantly changing.

Do You Replay Conversations?

Smooth Sale

Attract the Right Job or Clientele: The one sales strategy I found to work best is, I replay conversations. After each meeting, I review the high points of everything conveyed to me. . Examining conversations and the verbiage used opens ideas to new questions and ideas.

Increase Your Closing Ratio by Adding This to Your Proposal

The Center for Sales Strategy

Most proposals follow a pattern of reviewing a customer need or desired business result and then presenting the solution that will deliver the desired result. I agree with that approach, but you will increase your closing ratio if you add a section in between those two. That section? Measures of Success. Proposal salespeople sales process

Six Crucial Questions to Ask Before Investing in Sales Acceleration Tools for Salesforce


Salesforce is an incredibly flexible CRM with a vast number of applications available to add to its functionality. In fact, Salesforce’s AppExchange marketplace contains over 3.5 million applications. However, with so many third-party apps at […].

The Path to Journey Management

Speaker: Kerry Bodine and Lindsay Sykes

The practice of journey mapping has reached fever pitch. But your mapping efforts are only effective if the resulting maps help you drive organization change — and then measure the results of your efforts. Join Intouch Insight and Kerry Bodine, CX expert and co-author of Outside In: The Power of Putting Customers at the Center of Your Business, as she shares Bodine & Co.’s latest research on this topic.

The Risks of Personalization: When Marketers Cross the Line


Personalization. It’s one of the most talked-about trends in the marketing world today. Marketers—us included—continue to preach the importance of understanding your customers and delivering targeted, personalized campaigns based on what you know about them.

Neuroscience in Sales: How a Positive Attitude Can Improve Your Performance

Janek Performance Group

You know that always cheerful, chipper coworker whom you wish somedays would turn down the sunbeam while you’re grumpily reaching for your coffee and mulling over the giant pile of paperwork on your desk? It turns out, Sunny Sunshine may have the right idea.

When To Merge Your Sales And Post-Sales Teams And How To Do It


Movable Ink made an unorthodox shift last year: We merged our sales team with our post-sales team. A risky move? Sure—but it really helped us grow our existing accounts and bring on new business. This strategy isn’t right for every company, but I strongly recommend sales leaders at least consider it.

The 8 Questions You Must Ask to Create a Continuous Learning Culture

criteria for success

Are you a sales leader looking to establish a continuous learning culture? Don't know where to start? That's ok! Creating a learning culture - especially one that lasts for years - doesn't happen overnight. Start by asking yourself these 8 questions to establish a continuous learning culture.

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

How to Leverage Company information in Different Customer Segments


Customers come in all shapes and sizes. The type of company data you look at and the methods you use to make sense of it should depend on the nature of your business and your ideal customer profile.

The Beginners Guide to #DF18 From a Fellow Beginner


As a Dreamforce newbie, I’ve heard a lot of positive things about this amazing conference and couldn’t be more excited to attend! With that being said, I also know that Dreamforce is a beast and being prepared is crucial to making the most of the experience.

How to Get a Prospect’s Attention Today

Paul Cherry's Top Sales Techniques

Value Opening Statements and “Elevator Pitches” Up until recently, value opening statements and elevator pitches were popular. Today we need to get to the point sooner and focus on our customers. So let’s do away with that “stuff.”

You've Attended Sales Training: Now What?

Selling Energy

Businesses spend more than $70 billion each year on sales training. That averages out to $1,459 per salesperson annually, which is 20 percent more than companies spend training any other kind of employee.

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.

Sprocket Talk Podcast – Email Strategies With HubSpot & LeadGnome


Sales and Marketing Alignment


Sales and marketing are two areas of sales that have long struggled to unite. This article provides actionable insights on how to unify the sales team and marketing team to create better results, and move buyers through the sales funnel more swiftly and effectively. Why Has It Been So Difficult? Sales have embraced revenue responsibility forever, but marketing hasn’t.

6 Steps to Create a Successful Sales Business Plan

The Brooks Group

When your salespeople head into a new quarter or year with a solid sales business plan, they’re more likely to improve sales forecast accuracy, attain quota, and effectively support your organizational goals. Unfortunately, many sales reps fail to prioritize planning.

Outsourced Sales Development


Are you considering outsourced sales development? Your sales team, despite their best efforts, are only human. Time is finite, and there’s only so much they can accomplish in any given period.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

7 Sales Gamification Ideas To Help Your Team Conquer Quota

Chili Piper

It seems like forever ago when I first took on the role of SDR. We used to have monopoly money that our sales managers gave out for various contests that we would later turn in for “cash” that was added to our commission checks. We tried everything.

Quota 52

Sales Channel Management – by John Kypriotakis

Selling Fearlessly

What is “sales channel management,” and how can we implement it in an effective manner? Before we get too far into this discussion, let’s first identify the exact meaning of the word “channel” (courtesy of www.dictionary.com): A course or pathway through which information is transmitted. A route of communication or access. Often used in the plural. […]. Selling

Introducing Scaled Practice & Coaching


Many teams using Lessonly are growing—fast. They’re onboarding new employees left and right, and they’re using lessons to keep their team engaged, reduce turnover, and create better customer and prospect experiences.