Wed.Aug 15, 2018

Why Procrastination Works

John Barrows

I’ve been somewhat of a procrastinator all my life albeit I’m getting much better with age. I used to wait until the last minute to study for a test or to get a paper in on time but somehow I was able to complete and excel at whatever the task was even with my procrastination.

Creating Value in Sales When Selling to the C-Suite


As a sales coach and guest on sales podcasts, I get asked a lot of questions about selling to the folks in the C-Suite. Here are some of the questions I hear most frequently.

Who is the “Decision Maker”? 3 common sales mistakes and how to solve them


Most salespeople don’t really know what a buying decision maker is, even though they think they do. This fact is an often unidentified cause of painful late-game losses. These salespeople may think the decision maker is the executive, or the budget holder, or whoever is in charge of procurement

Best Practices in Marketing Revenue Attribution

Sales Benchmark Index

Joining us on the SBI Podcast is Sarah Kennedy Ellis, the Chief Marketing Officer for Marketo. In today’s show, Sarah details how to apply the discipline of revenue attribution to marketing. Why this topic? CEOs, CMOs and CROs need to understand.

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 Sales Enablement Can Streamline Sales Training

Anthony Cole Training

In the fast-paced, ever-changing field of sales, it’s no wonder why systematic, repeatable training is important to keep sales reps up-to-date. Since sales reps often need to learn and adapt to the latest sales process, methodology, and messaging, offering timely training is a must.

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Use These 3 Quick, Yet Effective, Tips When It Comes To Objections

MTD Sales Training

It’s one of the biggest challenges that salespeople face in today’s selling world, and one that most people ask about on our programmes; how do we deal with objections?

I’m Different! Pick Me! Use Differentiation to Close More Deals

Alice Heiman

Do you feel it? Is the competition getting more fierce? Especially the competition of utilizing inside resources or worse, to make no decision. . How do you stand out from the crowd and get them to choose your solution? . If you are like me you could use a few new ideas.


Fill the Funnel

OVERVIEW Every company has a mission statement. Every company sets out each year with a plan, revenue goals and predictive changes they see as necessary to achieve their goals. But few companies outside of those with an emerging product or a disruptive service, exactly mirror the plan they establish.

Sales Call Preparation

Platinum Rules for Success

Have you ever heard the saying, perception is reality? That statement is especially true in the world of sales. For this reason, it is so important to make sure you begin every sales call or meeting prepared.

Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Speaker: Claire Beatty, Editorial Director - Asia, MIT Technology Review Insights

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

9 Secrets to Getting a Response From the CEO in 2018

Hubspot Sales

When a salesperson sends a message to a lower-level prospect, they can afford to try a stronger ask at first and then tweak it or scale back as necessary. But when you’re pitching to a CEO, you really only have one shot to engage them. Bungle the ask and you might miss the runway entirely.

Why Customer Personas and Enablement Matter for Reps


Let me take you way, way back to a time when I was a quota-carrying sales rep. The meeting room was filled with everyone from our sales team. Ongoing Training

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Your Networking Strategy Drive Sales Success with Ryann Dowdy, iFocus Marketing

Igniting Sales Transformation

In sales, networking never goes out of style. But are you getting the most from your efforts? In this interview I talk with Ryann Dowdy, Director of Sales at iFocus Marketing about the best approaches to achieving sales success through networking. These are the topics that Ryann and I discussed.

Are clients experiencing the innovative value of What We Do?

Babette Ten Haken

Our innovative value leverages the client-focused outcomes we create. This value extends beyond our employer’s or team’s value propositions. Instead, our innovative value leverages the voice which defines us as Professionals of Worth.

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Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

What I Learned Interning at LeadIQ This Summer


By: Jack O’Hara. All work and no play makes Jack a dull boy. All work and no play makes Jack a dull boy. All work and no play makes Jack a dull boy. All work and no play makes Jack a dull boy. All work and no play makes Jack a dull boy. All work and no play makes Jack a dull boy.


Set the Stage for Success: Prepare Yourself AND Your Prospect

The Center for Sales Strategy

IMAGINE THIS: After countless attempts to connect with a prospect, your persistence has paid off. You did it! You've got the meeting on the calendar, you are feeling great! Now, you have one chance to make a great first impression, and it needs to count.

5 Call Center Pain Points Solved with Gamification and Coaching


Call centers have it rough. Whether they are selling through cold calls, supporting existing customers, or conducting research for outside companies, individual contributors at call centers are often overworked and underappreciated.

The LinkedIn Free vs Sales Navigator Conundrum

Artesian Solutions

The LinkedIn Free vs Sales Navigator Conundrum. Some of my team have LinkedIn Sales Navigator, but we find it hard to assess how much value we get from it over the free version”. I’ve heard this dozens of times when I meet Sales leaders. We had the same issue at Artesian.

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.

A Must-Read for Sales: Grit by Angela Duckworth

Carew International

Why Being “Gritty” Will Drive Sales Success. Talent and intelligence are extremely helpful in pursuing success, but these are not as important nor as predictive of high achievement as is a characteristic known as “grit.”

The Definitive Guide to B2B Employee Engagement and Brand Awareness


Brand awareness is a critical, but often neglected component of B2B company growth. In fact, strong brand awareness is often linked to increased financial performance, higher sales volume, higher quality employees, valuable partnership opportunities and more.

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This Ex-Salesforce Veteran Reveals How He Transformed His Team’s Selling Skills

“We had a ton of inbound leads,” Paul told me with a serious look on his face. But our close rates weren’t keeping up, and I couldn’t answer why.”. Having spent his career running sales teams at, Paul Snelson now found himself leading the 70-rep sales organization at TouchBistro.

5 Ways to Attract More Channel Partners


If you’re running a channel sales operation, you know that attracting the right partners is crucial. Currently, 60 percent of channel partners report needing better systems and processes to ensure quality, which means you need to have a solid recruitment plan in place.

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.

Modern Sales Learning Transforms Coworkers into Coaches


Sometimes the term “change management” seems like an oxymoron. Last winter proved itself such a time for the Senior Director of Sales Enablement at one Chicago-based software company.

Episode #077: Hitting the Pause Button with Jeff Shore

Jeff Shore

In This Episode of The Buyer’s Mind with Jeff Shore: Jeff often uses the phrase – Easy = Right. If things get too complicated in the sales process our buyers find themselves with cognitive strain or brain strain.

4 More Quick Sales Tips to Meet and Exceed Your Quota This Month (Part Two)

Quota Factory

If you haven’t read part one of 4 More Quick Sales Tips to Meet and Exceed Your Quota This Month, you should do that first! Prospecting Strategies Sales Development Teleprospecting

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COB vs. EOD: What Each Means & How to Use Them

Hubspot Sales

Business acronyms. They make lengthy emails easier to digest, lead to better communication skills , and make you feel a little like you’re communicating the instructions for a covert mission. However, acronyms can also be confusing and frustrating.

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.

Best Business Phone Systems: 35+ Tools to Keep You Smilin’ and Dialin’

Sales Hacker

As you likely know by now, there’s no one-size-fits-all when it comes to any type of technology. VoIP providers are no exception. We’ve thoroughly researched the best business phone systems in the market today and narrowed it down to the top 35+ here.

Creative Sales Interview Questions to Hire the Best Reps

criteria for success

Looking to hire new sales reps? Make sure you’re using creative sales interview questions. When hiring sales reps, it can be easy to get a nice illustration of who your candidate wants you to see.

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Press Release: Video Coaching Improves Sales Performance


Veelo announces new improvements to its award-winning sales performance platform. Veelo now offers video coaching in addition to sales training and content enablement.

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