Thu.Jan 16, 2020

The 5 Keys to Sales Coaching

Anthony Cole Training

In this article, we discuss the "5 Keys to Sales Coaching", or 5 critical steps you must know and execute in order to get the best effort and results out of your salespeople, to help increase sales in 2020 and beyond.

Up-selling & Cross-selling, Improve Your Lack of Confidence & A Quote From Elanor Roosevelt

MTD Sales Training

Episode 42: Up-selling & Cross-selling, Improve Your Lack of Confidence & A Quote From Elanor Roosevelt. In this episode we look at upselling and cross-selling in the sales environment.

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Sales Managers: Think You’re Ready for Referrals?

No More Cold Calling

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. Yep, most of us are lazy and lack discipline. I’m including myself here. It’s a lonely world for account executives.

The Science Behind One Company's Top Sales Performers and Why They're So Much Better

Understanding the Sales Force

There are comparisons of apples to oranges, red or green, black or white, stop and go, and the most relevant and current of all, liberals to conservatives. In today's article, I'll share a hot/cold comparison of my own, but this one is about sales candidates.

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.

Buyers To Sellers: ‘It’s Not You, It’s Me’

Sales and Marketing Management

Author: SMM Sales managers rely on meticulous onboarding programs, continuous coaching and extensive product instruction to instill confidence in their sales reps.

Buyer 181

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Buyers To Sellers: ‘It’s Not You, It’s Me’

Sales and Marketing Management

Author: SMM Sales managers rely on meticulous onboarding programs, continuous coaching and extensive product instruction to instill confidence in their sales reps.

Buyer 156

Growth Is a Team Sport: Why You Should Be Team Selling Today

Hubspot Sales

Showstoppers…we’ve all hit them before. A specific technical detail, a question about a competitor’s feature, or a hiccup that stops a deal dead in its tracks. We’ve all been there and we all hope to avoid them at all costs.

2 Proven Strategies for Duplicating Your High Sales Performers


Today’s post is by Colleen Stanley, President of SalesLeadership , a sales development firm. She is the creator of the Ei Selling System ®, a powerful sales and management training program that integrates emotional intelligence skills with consultative selling skills.

How to increase your chances for success when reaching out cold

Cold outreach is tough. It’s a rare type of sales pro that actually wants to do it, and most people sound annoyed when you call them. I mean, it makes sense—you have no relationship with this person (at least not yet), and a lot of sales outreach is, let’s face it, obnoxious.

Sales Training Playbook by Lessonl

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

The Importance Of Developing Your Own Perspective

Anthony Iannarino

Your marketing department provides you with a slide deck outlining what is changing in your client’s world as a way to start a conversation with your dream client. They intend to help you pass “ the relevance test ,” proving you belong in the room with your contacts.

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Do You Know What ABM Is? You Need to Find Out!

Peak B2B Sales

According to Triblio , “ More than 60% of companies plan to implement an ABM program within the next year.” If you don’t know anything about ABM and how it affects the B2B sales process, you clearly need to find out more! What is Account-Based Marketing (ABM)?

Product Led Growth: Turning Salespeople into Sherpas

Sales Hacker

There’s a common misconception that sales and product led growth don’t go together, and I think I understand why. Think of product led companies like Slack, Dropbox, or Zoom. Did you start using any of those products because a salesperson sold you on it? Probably not.

Terrible Business Decisions

Grant Cardone

Let’s dive into history again this week and find out what made Mark Twain a terrible businessman and investor even though he was a brilliant writer. Because after all, no matter how successful you are, you’re capable of making terrible business decisions.

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!

The sales manager skills that lead to promotions


Sales management is an extremely rewarding, challenging, and exciting position to be in. Ultimately you are responsible for leading and guiding a team of reps to success through goals, quotas, plans, and processes. Whether you […].

3 Reasons it's Time to Put Data in the Driver's Seat


The average quota attainment is 53%. Discover why becoming a data-driven sales organization is crucial to optimizing sales planning and driving higher performance. Analytics and Technology Sales Performance Management

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The Importance of Recruiting Sales Talent

Force Management: The Command Center

As many of you know, I am a huge college football fan. I love the National Championship game (and playoffs) regardless of who is playing because there is so much “life” going on during the games. This week’s game between LSU and Clemson was no disappointment.

You Don’t Have to Wine and Dine

Selling Energy

motivation sales performance sales meeting

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.

State Of Grace

Partners in Excellence

Forgive my pure indulgence. This is primarily for me to help sort out some thoughts and deal with my profound grief. In the past 18 months, two of the people most important to me have died slowly. The first was my youngest sister, Kathy, who passed away about 18 months ago.

How to build an Outcome-Based Sales Enablement Framework (with examples)


Over the last few months, we’ve gone deep on Outcome-Based Enablement. For the sales enablement function to become a mission-critical part of the go-to-market team, it needs to prove its impact on revenue. And we believe that enablement programs built outcome-first are the best way to achieve that.

Sales And “Product Led Growth”

Partners in Excellence

The world goes through constant cycles. Lately, there have been a lot of “Aha, we’ve discovered the secret” posts and eBooks on Product Led Growth and the role of sales people. We can go back in history, as far as you choose, learning this hot new discovery is actually not very new.

Sales Productivity Best Practices


Why does sales productivity need a set of best practices? The answer: consistency. A defined set of best practices means that sales professionals have a consistent framework for determining where to focus their efforts.

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.

What Can Leaders Learn from LSU Coaches Steve Ensminger and Joe Brady?

Braveheart Sales

If you aren’t a college football fan you may not know that Steve Ensminger is Offensive Coordinator and Joe Brady is Passing Game Coordinator of the recently crowned CFP National Champion LSU Tigers.

How to Measure Sales Productivity


Sales productivity measurement remains a challenge for leaders. This fact is something of a paradox because sales leaders enjoy access to a wider array of tools than ever before.

The Radical Approach That Increased Productivity


It’s not often that a radical idea enters the sales world and significantly alters the way that things are done. However, there are many assumptions about the traditional approach to sales management that are not correct, and a radical idea was needed to make things optimal.

Four Opportunities to Use Artificial Intelligence to Master Sales Success

Miller Heiman Group

For the past few years, when the sales industry discusses sales technology trends, artificial intelligence (AI) rises to the top, although it has yet to take a foothold in the industry. In fact, the topic inspires confusion and hesitation across the marketplace, with concerns ranging from AI taking over jobs to worries about the quality of an organization’s data. These concerns may explain why the industry has shown so much reluctance to embrace AI.

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!