Tue.Mar 12, 2019

Why Don’t You Ask That Question?

The Pipeline

By Tibor Shanto. What-ifs, Maybes And Might-have-beens” is no tag line for your pipeline, (probably why Gerald never looked at sales as a vocational option). However, it does describe many conversations I have with people up and down the food chain. Regrets about doing things, not doing things, left wondering. Questions are a specific example; salespeople will say “I should have asked,” or worse, “I wanted to ask, but”; that last one breaks my heart, every time. Why Not?

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Speaking of Prospecting.

The Sales Heretic

How would you like a prospecting opportunity that’s not only free, but includes a meal in the bargain? They’re occurring all around you, five days a week. Local service clubs (Lions, Rotary, Moose, Optimist, Kiwanis, Knights of Columbus, etc.) are constantly in need of speakers for their regular breakfast and lunch meetings. As a professional [.]. Sales coach keynote prospecting seminar speaker speaking speech trainer training

How To Sell A Product To A Customer?

MTD Sales Training

When you think of a salesperson, what immediately springs to mind? Is it the old ‘snake-oil’ salesperson of old who put their foot in the door, or never stops talking, or puts undue pressure on you to ‘sign today’? Hopefully, that age-old metaphor is long dead.

The Real Meaning of Bird Box: It’s All About Sales

The Center for Sales Strategy

Netflix claims over 45 million people have watched the movie Bird Box ! Wow, 45 million people! This post-apocalyptic thriller follows the story of a woman who must find a way to guide herself and her children to safety despite the potential threat from an unseen adversary.

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.

How to Find Your Customer’s Why

Selling Energy

I’ve often talked about the “ why ” behind selling energy, because in the end that’s what drives the bus. Sales Management

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The Portfolio Company Is Missing the Q1 Number. Do You Blame the People or Do You Blame the Plan?

Sales Benchmark Index

It’s late February. The company’s sales producers returned to the office from the high energy (and super expensive) 2019 Sales Kick Off over 3 weeks ago. Confidence was through the roof and opportunity appeared to be within reach. However, a.

Do You Realize How Far You Have Come?

Smooth Sale

Today’s question is, do you occasionally take the time to realize how far you have come? An occasional announcement will stop me in my tracks and have me reflecting on how I got to where I am today. My Story.

8 Easy Ways to Repurpose Webinar Content


Webinars have proven time and time again to be one of the most successful channels at a marketer’s disposal. According to 73% of B2B marketers and sales leaders, webinars are the number one way to generate high-quality leads ( source ).

The 7-Sentence Product Demo Framework: How Storytelling Sells Your Product

Sales Hacker

If you’ve spent any amount of time researching sales strategies online, then you no doubt have heard this: | “Sell your benefits, not your features.”. Or maybe this: | “A great product demo sells your story, not your features.”. Those are both good pieces of advice.

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.

7 Tips For More Effective Sales Meetings [INFOGRAPHIC]


Having an agenda is essential in ensuring a sales meeting is efficient and productive. Learn from the seven tips in this post to help you have successful meetings every time.

5 Tips for Building a Design Portfolio

Leading Results Rambings

In the graphic design world, having a portfolio of your work is a must – no if, ands, or buts about it. A portfolio is a representation of your creative mind coming together in various works.


What is Self-Awareness?

criteria for success

Are you totally honest with yourself? Are you able to take a good look at who you are now and recognize where you could improve? Unfortunately, not everyone is that lucky! But, there's hope in learning how one can improve their self-awareness.

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SaaStr Podcast #214: Erica Schultz, CRO @ New Relic on What It Takes To Successfully Scale Into Enterprise

SaaStr - Sales Strategy

Welcome to Episode 214! Erica Schultz is Chief Revenue Officer @ New Relic, the company that gives you the real time insights your software driven business needs to innovate faster.

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.

Overcoming Rejection in Sales: 7 Secrets Your Sales Reps Need to Know

The Brooks Group

Rejection in sales is a fact of life, but can feel demoralizing for reps. Fear of rejection is a major cause of sales call reluctance, and frequent rejection is one of the biggest reasons otherwise promising sales professionals abandon the career altogether.

Elevate 2019 North America: Early-Bird Pricing Ends March 17

Miller Heiman Group

Elevate 2019 North America : Framing the Future, Miller Heiman Group’s premier event for sales and services professionals takes place May 8-10, 2019, in Scottsdale, Arizona at the Hyatt Regency Scottsdale Resort and Spa Gainey Ranch. At Elevate 2019 North America, you’ll network and learn with experts from across the industry and discover ways your business can get ahead of the curve by empowering sellers through research, training, technology and consulting.

Milaap Meets MindTickle


Milaap is India’s largest online crowdfunding platform. Founded in 2010 by a team of young and passionate entrepreneurs, Milaap has pioneered the vision to enable people to directly assist individuals in need.

Exceptional Engagement. The Better CRM.


With the latest release of Pipeliner CRM, we have a new tagline: Exceptional Engagement. The Better CRM. I want to take a moment and explain exactly what we mean. Anyone could say their CRM is “better”—but in our case, this statement is made after careful consideration. Why Better?

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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 Peer Pressure Kills New Sales Initiatives (And How it Can Save Them)

Hyper-Connected Selling

Let’s be honest, the world of selling is changing a lot right now. For those responsible for leading, managing, and coaching sales teams, there is always a new program or tool to adopt. But, as you might have found out, it is rarely an easy transition. Getting people to adopt new behaviors is hard.

Survey Reveals Life Sciences Organizations Need Sales and Marketing Alignment


For our first Highspot Market Pulse survey, we chose to explore the state of sales and marketing alignment within the rapidly growing life sciences industry. According to KPMG , global annual sales for the medical device industry alone will reach nearly $800 billion by 2030. Our research found that there is a clear opportunity in life sciences for process improvement between sales and marketing teams.

Different Industries Making Use Of Chatbots


It has often been said that eventually, the world will become a lot more automated than it is now, with robots on standby to take on a variety of tasks across different industries and sectors. Well, the robots have begun to invade and this time in the form of chatbots. Chatbots offer the perfect solution for several industries when it comes to resolving situations and there’s the potential that many businesses could be revolutionized by their introduction.

Sandler Enterprise Selling: Team Selling

Sandler Training

Learn how the Sandler Enterprise Selling program addresses the idea of cross-functional sales teams with Brian Sullivan, Vice President of Sandler Enterprise Selling. Watch Time: 4 Minutes. Sales Process

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.

Value Selling Will Drive Personal Satisfaction & Sales Success

Carew International

It’s simple. Our goal in sales is to close deals. Closing is how we make our living and often how we measure our success. Yet, even after closing a sale, it is possible to feel underwhelmed or lacking the celebratory lift typically associated with a new sale. Maybe we weren’t able to provide the best solution to the customer or feel we failed to advance the client relationship.

How We Drove a 163% Conversion Rate Increase with Sugar


I recently wrote about 5 Steps You Can Take for Better Conversion Rate Optimization. In this post, I’ll detail a few interesting takeaways we’ve learned from applying this methodology to our landing page form testing. Some of you may be familiar with progressive profiling, a feature that allows you to dynamically show questions on your forms based on what you already know about a particular lead. This is cool stuff but what if your lead behavior did not support this tactic?

Raise the Bar on Your Instagram Stories with Instants 2.0, Available Now!


It’s an exciting day at Ingage! We are thrilled to announce that Instants 2.0 is available now in the App Store as a free download for iPhone. The Instants 2.0

Sales Managing vs. Training vs. Coaching


Sales managing, training, coaching: These three words are often used interchangeably, but they are actually quite different in the world of sales enablement. While there is some overlap, all sales managing, training, and coaching should work in conjunction with one another to maximize the performance of your sales team. But what are the distinctions between them?

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Today is an exciting day for me


In 2018, I spent a lot of time writing a book. Today, that book is officially ready for you to read. It’s called Do Better Work. In it, I share eight ways anyone can bring more clarity, camaraderie, and progress to their team. I am thrilled with how Do Better Work turned out, and I am so grateful to finally share it with you. You can order the hardcover or the ebook here. The audiobook is coming soon! A big thank you to everyone who encouraged me to keep writing.

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Sales Managing vs. Training vs. Coaching


Sales managing, training, coaching: These three words are often used interchangeably, but they are actually quite different in the world of sales enablement. While there is some overlap, all sales managing, training, and coaching should work in conjunction with one another to maximize the performance of your sales team. But what are the distinctions between them?

How Guru Uses Guru for HR Knowledge Management


Guru’s value is well-known among customer-facing teams (like sales, customer success, and support) for surfacing knowledge in real-time, but access to verified knowledge when and where you need it is useful for every team — external-facing or not.