Mon.Nov 20, 2017

Best Motivational Book Recommendation

Inside Sales Training

Thanksgiving is in two days, and the holidays are right around the corner. As we work to close the year strong, many of us begin thinking about our goals for 2018. And, more importantly, we begin thinking about what we can do differently next year to achieve them.

You are NOT ready for Customer Success

Sales Benchmark Index

Article Sales Strategy customer success sales strategy

The Ultimate Guide to Writing LinkedIn InMails That Get Results (With Examples)

Hubspot Sales

What if you tripled your typical email response rate? People are three times likelier to reply to a LinkedIn InMail message than a traditional email -- so if you’re going to reach out, an InMail might be the way to go. What Is LinkedIn InMail?

Analysis of 2 Million Emails Reveals an Alarming Trend Taking Over Your Sales Reps’ Inbox

Sales Hacker

Email is one of the bigger mysteries of business. It’s one of the main means of communication for companies – every company has email. For sales reps, it is a key channel to get first appointments and share documentation or contracts. For many, email is essential to succeed.

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.

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Know The Prospective Buyer

MTD Sales Training

Know The Prospective Buyer. Understanding and dealing with different personality types. Buyer Traits. While every person is different, you will find that most prospective customers fit into certain categories. We will examine how to recognise each one, and then provide tips on how to deal with them. These tips, of course, are not concrete rules that apply to every personality and every situation.

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Pro Tips on Scaling an Enterprise Sales Organization


Scaling a sales organization is both exciting and a little terrifying. Having been in sales for thirty-eight years, I know there’s a lot on the line, and a lot of things that can go wrong if you don’t know what you’re doing.

Rethink How You Select The Right Target Accounts With Social Proximity


When selecting the right accounts to go after, remember to choose wisely. How you and your sales organization identify which accounts to target will dictate your time, effort and deal velocity. Social Selling Account Based Sales Development

Change Their Direction – Not Their Mind

The Pipeline

By Tibor Shanto. No one likes objections when prospecting, rejection in any form is never fun, but when it cost you money and opportunity, it’s even worse. If you are in sales, you need to quickly figure out how to best deal with objections in a way that leads to more opportunities.

Sales Training Playbook by Lessonl

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

Sales Tips: Your Buyers Know If You're Winging It

Customer Centric Selling

Sales Tips: "Winging It" Yields Poor Results. By John Holland, Chief Content Officer, CustomerCentric Selling®.

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One of Sales Ops Toughest Jobs: Managing the Managers


Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. In previous posts, I’ve discussed how to avoid the most common traps that lead to systems issues, and how to identify when the problem you’re solving really is a training issue. On to the last lever: Management.

The Selling Coach: The Evolution of the Salesperson to Coach Customers to Succeed – Part 1

Keith Rosen

Sales training isn’t dead, it’s evolved. Instead of training salespeople with recycled techniques your competitors are using, developing high performance sales teams requires transforming the traditional salesperson into The Selling Coach.

4 Ways Allego 4.5 Gives Sales Teams What They Want


The 4.5 release gives trainers and managers more ways to engage Sales reps at the time and place it’s most convenient for them, along with enhanced security and more options for reporting. Audio Content (Podcasts).

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Learning Technology from WWII to Today – How Video Learning Is Transforming Skill Mastery

Speaker: Pat D'Amico, Founder and CEO, About-Face Development

Video learning is not new, but the marriage of video learning and today’s technology is transforming our ability to achieve skill mastery. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to organizational success.

Proving Math Works, Flawed Coaching Arguments

Partners in Excellence

There seem to be no end of articles on who and how managers should invest their time in coaching. Recently, I read another, with lots of people piling on with their opinions and proving it with numbers. As is usual, most of these discussions that prove little more than math works.

Stop Sacrificing CRM Usability for Your Sales Process!

Base CRM

The more your company grows, the more complex your sales process becomes. When configuring a CRM to fit your process, this complexity becomes overwhelmingly evident. The usability of a CRM tends to be the first sacrifice made when attempting to account for every sales action and task in a sales cycle. Though it may seem like a necessary sacrifice at first, you will likely come to find that the data within your CRM suffers as a result.

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Prepare Yourself AND Your Prospect!

The Center for Sales Strategy

You finally secured that all important meeting with a prospect you’ve been trying to reach for weeks. Your carefully constructed Valid Business Reason along with persistence paid off and the prospect has agreed to meet with you. You are on an adrenaline high as you think about the possibilities. Now what?! Give yourself a pat on the back and begin to prepare! Remember, the prospect is taking time out of their busy schedule to meet with you.

Flip your Demo – Improve Your Win Rate

Performance Sales and Training

How long before you get to the “big reveal” in a customer demo? 10 minutes…20 minutes…an hour? Turns out, that’s too late! If you’re not starting with the end result in those critical first few minutes of your demo, it may be costing you the deal. In other words, you need to Flip your Demo! In fact, in’s

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

How to Build a Winning Sales Tech Stack in 2018

Sales Hacker

The post How to Build a Winning Sales Tech Stack in 2018 appeared first on Sales Hacker. Adobe Choice Partner Sales Technology Webinars

6 B2B Sales Trends to Watch in 2018


This is already the third time we’ve put the crystal ball on the table to predict the future of B2B sales. In the past, we have accurately predicted the rise of sales automation , artificial intelligence and several other things. There are also trends that we have missed and predictions that didn't quite happen (yet?). Most sales organizations still have their hands full dealing with previous trends, but we're still very excited to announce our six new trend predictions.

Agreeing To Disagree May Work at the Thanksgiving Table, But Not in Business

Sales and Marketing

Author: Michelle Huff and David Satterwhite Ahh, Thanksgiving, the holiday of turkey and stuffing, pumpkin pie, football games, cozying up by the fire… and praying that Grandpa Joe and your brother Lucas don’t get into it over politics or some other divisive topic. Most families are likely to adopt an “agree to disagree” policy in an effort to keep discord off the festive table. That’s typically a good thing (unless you enjoy dysfunction), and it usually works.

Press Release: James Muir to Speak at OutBound Conference 


Atlanta, GA — James Muir, author of the #1 bestseller: The Perfect Close, has been announced as a Training Track speaker for the OutBound Conference on April 12, 2018. The Outbound Conference is the only event dedicated exclusively to sales pro

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

How Many Times Are We Going To Have This Discussion?

Partners in Excellence

Sales is an interesting function, we seem to be caught in a perpetual “deja vu” or one of those scenes in the movie “Ground Hog Day.”

How to Be a CRM Maverick


Competition is increasing, the pace of change within business is getting faster and digital technology is disrupting traditional work practices. The pressure to keep pace with digital transformation is a concern for many firms, according to our recent SalesTech report – 63% of companies are worried about the cost and effort needed to keep systems up to date and 34% view their organizations resisting change as a major hurdle to deploying new technology.

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Why I’m Thankful for a Career in Sales

The Sales Hunter

It’s a time for reflection as we here in the United States celebrate Thanksgiving on Thursday. I do hope you will have the opportunity to spend the holiday with family and friends and take a few minutes to reflect on all you have despite whatever challenges you might be facing. Let me share with you […]. Blog Sales Motivation grateful sales sales motivation thanksgiving

Thanksgiving and Gratitude, in our own Words

DiscoverOrg Sales

We love coming to work each morning. We’re grateful for the daily trust of our customers, for the encouragement and camaraderie of our colleagues and coworkers, and for the community that welcomes and makes a space for us. DiscoverOrg is a special place to be, and we have much to be thankful for. Before the rush of the holiday season, before the end-of-year hustle takes over completely, a few DiscoverOrg customers and employees have something to say: Henry Schuck, DiscoverOrg CEO and Co-founder.

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

What Ski Instruction Taught Me About Coaching Sales People

A Sales Guy

Many of you have heard me talk about ski instruction and how I’m a PSIA Level 2 Certified Ski Instructor at Vail. Beyond being a blast to do, like most things, parts of what I’ve learned teaching has bled into my sales consulting and coaching salespeople is a perfect example of that.