Wed.Apr 24, 2019

Sales Strategy: 2 Ways to Determine if You’re Already Behind on Your 2012 Sales Plan

Sales Benchmark Index

Funnel 245

Weekly Sales Management Tip #15: You Can Never Over-Communicate

Steven Rosen

During a cycle of change, you need to clearly and concisely communicate where the organization is heading to help your salespeople understand the future. What does the new structure look like? What are the new roles and responsibilities of the team members? Discuss the rationale for the change.

Promoted! New Sales Manager Tips for a Smooth Transition


Instead of selling, what’ll you do all day long as a new sales manager? Not knowing the answer to that question will lead you astray. You’ll end up becoming the “sales prevention manager” instead of a sales manager if you get in the way of sellers making sales.

LinkedIn Voice Messages

John Barrows

You may have heard about the benefits of LinkedIn voice messages. Many sales reps, including Morgan, are using them with great success. Of the 125 Morgan has sent, he’s seen 50 responses and booked 25 meetings. That’s a 40% response rate, and 20% success rate in getting next steps.

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.

Are Your Employees invested in Your Company Story?

Babette Ten Haken

Your company story is compelling, at least to the leadership team. However, are your employees as invested in this story as you are? As the saying goes: “It is hard to read the label when you are inside the bottle.”. You sit at the helm of a large, 100-year old company.

More Trending

The Secret to the Fastest Growing Sales Teams? It’s About Growth, Not Speed.


As a recruiter, I hear from many founders and sales leaders regularly about how many salespeople they need and how quickly they need them. I know the pressure is on – many are handed very aggressive targets (I would actually say some are unrealistic ).

Churn 108

Using Industry Insights to Get in the Door

The Center for Sales Strategy

Have you ever stopped and wondered how many other salespeople are trying to get a meeting with the same prospect as you? It’s a pretty overwhelming number when you think about it.

Everything You Need to Know About Sales Commission in 2019 (For Reps & Leaders)

Hubspot Sales

Did you know 43% of workers would be willing to leave their companies for a 10% salary increase ? Compensation is an important factor in attracting and retaining employees, especially in sales. Imagine if almost half of your sales team left the company because of a poorly designed compensation plan.

8 Sales Role Play Exercises to Prepare Your Team for the Win

Sales Hacker

No one loves practice. No medals are won on the practice field. But all around the world, the brightest and best make time for it. They push themselves to be better every day and strain against their perceived limits –– all to make their performance as close to excellence as possible.

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 compete in a New Environment


GLC Minerals is a 5th-generation family-owned company selling a product literally as old as the earth: Pure calcium carbonate.

5 Tips for a Flawless Technical Demo Every Time

Hubspot Sales

Do you want to close the deal? I'm assuming your answer is a resounding, " Yes! ". The technical demo could make or break the success of the deal. It allows salespeople to establish value, buyers have the ability to voice questions and objections, and it should ultimately result in a technical win.

Buyer 92

12 of The Most Effective Email Subject Lines We’ve Ever Seen

Funnel Clarity

When sending sales emails to your prospects, one of the most important elements is the email subject line —in fact, according to Salesforce, 64% of people open an email because of the subject line alone.

8 Tips for Strategic Sales Planning


Discover tips and best practices for strategic sales planning. Sales Planning

Sales 81

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’s Next? What’s Your Deal Strategy?

Partners in Excellence

In any given year, I may be involved in doing 100’s of deal or opportunity reviews. Inevitably, I end up asking many of the same questions: What are the most important things the customer needs to do next in moving through their buying process? How will you help them? What are the next most critical things you need to be doing on this opportunity? The responses are interesting, mostly disappointing.

Introducing Group Demos

Accent Technologies

We're excited to announce Accent Group Demos. We will be covering a variety of modern challeneges that sales enablement faces each week in a brief webcast. Here at Accent Technologies, we’re excited to announce the launch of group demos! more…

Warm email prospecting: How to make more sales by writing to an audience of one


The best sales emails sound like they came from a trusted friend. That requires the sender to understand who their recipient is and what they want. Otherwise, you’re just another stranger clogging their inbox. Creating a sense of familiarity goes a long way in email outreach, and warm emailing helps you do that. Once you understand how warm email prospecting works, you’ll be able to generate a steady stream of leads for your business, book more sales calls, and close more deals.

Do You Have a Personal Marketing Plan?


How does your market perceive your business? How does your market perceive you? How would you like them to perceive your business, and you? What are you doing about it? Keep in mind that your market is what makes your living. You have to react to their needs and desires.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

6 Outdated SEO Tactics to Avoid At All Costs


The Internet has long been the dominant outlet used by businesses to reach their target audience. As a result, Search Engine Optimization (SEO) has stepped into the spotlight as a vital digital marketing tactic.

How To Be Remarkable, Memorable, And Compelling In A Remote Call

Yes, you can still impress your client even in a remote call! Here are some tips to help you boost sales through remote calling.

Why Your Results Are What They Are

Anthony Iannarino

Your results are precisely what they should be—even if they are not what you want them to be, and if they are not what is required of you. The results you are producing now are the result of your beliefs and your behaviors, nothing more, nothing less.

TOPO Summit 2019 Learnings: How Effective Sales Enablement Allowed Procore to Successfully Scale Their Sales Team


I spent two days last week at the TOPO Summit, meeting with and hearing from leaders at some of the world’s best marketing and sales organizations.

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.

Dr. Howard Dover and UT Dallas


Xvoyant is being used in an academic setting at the University of Texas at Dallas. Professor Howard Dover has been using the platform in his sales classes this semester to help measure activities and goals that correspond to the curriculum.

Why Marketing Teams are Taking Charge of their Channel Program


There are many benefits to investing in a channel marketing partner program, and marketing teams are beginning to take notice. In fact, many companies expect channel sales to increase in importance over the next few years.

Dr. Howard Dover and UT Dallas


Xvoyant is being used in an academic setting at the University of Texas at Dallas. Professor Howard Dover has been using the platform in his sales classes this semester to help measure activities and goals that correspond to the curriculum.

Sales Leadership – How a World-Class Sales Leader Must Adapt to the Future of Selling

Marc Wayshak

Sales leadership today has totally different requirements than just a few years ago. And the changes keep coming. To learn how a word-class sales leader must adapt to the future of selling, watch this interview with HubSpot VP, Katie Ng-Mack. The post Sales Leadership – How a World-Class Sales Leader Must Adapt to the Future of Selling appeared first on Sales Speaker Marc Wayshak. Blog sales leadership

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.

What Would You Be on Time’s 100 Most Influential List?

Anne Miller

How do you distinguish yourself from competition in the minds of prospects? Get some ideas from this week’s Time Magazine’s 100 Most Influential People issue. Not unlike your business challenge, the editors needed to create catchy phrases and metaphors to capture the essence of each person on their list. What crisp, memorable description can you create to describe the essence of what you do or who you are?

ACT 56

5 Time Management Tips

Selling Energy

Time management is an awareness of how you're spending your time, and once you're aware of that you can take steps to improve it. Years ago, I used to have a little chime that would go off every 15 minutes.


Get Ready for Elevate 2019 North America

Miller Heiman Group

We’re just two weeks out from Elevate 2019 North America: Framing the Future and we want to make sure you join us! Experience three days of learning and strategizing from experts during dynamic breakout sessions, inspiring keynotes and client success stories. By attending Elevate 2019 North America, you’ll get an exclusive preview of our forthcoming 2019 World-Class Sales Practices Study results from CSO Insights Chief Research Officer, Seleste Lunsford— before they’ve been published.