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.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

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.

How Do You Know You Know You Have the Optimal Go to Market Channel Assigned to the Marketplace

Sales Benchmark Index

In today’s omni-channel world answering that question has never been more challenging for a CEO. There are no longer any boundaries for how, when and where potential buyers may be exposed to your products or services. However, without the right.

More Trending

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.

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.


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.

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.

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.


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.

SME 74

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 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.

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.

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.

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.

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.

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

Quota 59

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

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.

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

Quota 83

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.

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.

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

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.

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.

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.

Five Ways to Increase Sales During the Second Half of the Year


For many companies, the halfway point of the sales year is an important time. It’s time to analyze your team’s performance, focus on your wins and losses, and adjust strategy to stay on track towards goals and finish out the year strong.

Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

Two Common Mistakes That Undermine Sales Leaders

Carew International

There are two mistakes that sales leaders need to avoid if they want to demonstrate effective leadership: 1). Trying to bridge selling skills gaps with coaching and 2). Over-managing top performing sales professionals.

Getting to the C-Suite

Selling Energy

Getting a meeting with a CEO, CFO or anyone at the C-level can be challenging. I can tell you that you’re not going to get to them by using a fake ID badge or sneaking past the gatekeeper. However, you will by making a compelling case for a meeting. Selling Performance

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.”

Number One Trait of Successful Salespeople


What’s the Top Trait of Successful Salespeople? Bias Towards Action. Make no mistake, selling is an extreme sport. 80% of your workday is actually wasted. 20% is valuable. The Pareto Principle is an inexorable universal power distribution law to fight. Assuming you’re lucky! The distribution is more likely 99 to 1 of waste to efficiency in your output. I don’t care how aggressively you sell. Time will slay you before you slay the dragon.

Staying Relevant in Sales as AI and Technology Continue to Take Over

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!