Tue.Nov 06, 2018

When to Pivot from an Indirect to Direct Sales Model

Sales Benchmark Index

A indirect selling model has plenty of benefits. Startup companies generally leverage channel partners to get instant scale without inheriting fixed cost. Hiring a direct sales team is expensive. A fledgling company looking for additional capital to bring on headcount.

11 Simple Questions to Assess the Maturity of Your Sales Team


In my experience, at the $1 million ARR stage, most SaaS companies find themselves in one of two buckets. Either their sales organization is firing on all cylinders or falling apart at the seams. You can guess what happens to the companies who have sales teams that are knocking it out of the park.

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How Badly Do You Want Others to Succeed?

The Sales Heretic

I’m going to talk about basketball for a moment, so if you’re not a basketball fan—or a sports fan in general—just bear with me. The point I want to make is important, and it will help you boost your organization’s sales and performance.

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Pitch Perfect: Selling into Human Resources (HR)

DiscoverOrg Sales

A candid interview with Jill Konrath and David Kingsley, Chief People Officer at Vlocity (via Salesforce and Mulesoft). Workplace services. Compensation. Recruitment. New employee orientation. Human Resources owns a growing piece of the budget pie – but how do you break in?

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Social Selling Suicide!

The Pipeline

By Tibor Shanto. I know you may think I have the title wrong, but I mean it, it seems social selling is dying and just stinking out the neighborhood. I have read my share of “cold calling is dead” articles, and what made them amusing is that they were all emotion based.

Sales Tech Game Changers Quarterly Magazine Released: 10 Executives Tell Us How Their Solution Changes the Game for Sales

Smart Selling Tools

game chang·er. an event, idea, or technology that causes a significant shift in the current manner of doing or thinking about something. “a a potential game changer that could revitalize the entire US aerospace industry”.

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5 Popular Sales Metrics That Destroy Sales Performance

Hubspot Sales

In 1997, Billy Beane became the General Manager of the Oakland A’s. The A’s had the lowest payroll in Major League Baseball and in the four full seasons before Beane became GM, the A’s averaged less than 70 wins a season.

Sell Like Steve Jobs: How to Use Silence in Sales


Steve Jobs may have left us seven years ago, but even to this day, the mere mention of his name sparks a range of responses. One of the many things Jobs was known for was […].

10 Closing Myths That Lead You to Bad Sales Behaviors

Jeff Shore

By Amy O’Connor. Let’s face it, there’s a lot of bad sales training out there as it relates to closing skills. And that bad training leads to bad technique, but maybe even worse, bad training leads to bad mindset. It’s important to understand that flawed mindset always leads to flawed technique.

My Simple Secret for Maintaining a Healthy Database


Traditional database maintenance usually involves some combination of list vendors, professional database cleansing services, email scraping, and good old fashioned personal outreach. There’s no perfect process.

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.

Top Sales Books for Enterprise Account Executives


Succeeding in enterprise requires mastery of many complex and constantly moving parts. But as an account executive working on enterprise accounts, you only get to work on a limited number of deals per quarter. You can only look at a small slice of enterprise.

Following up about meetings


Last week, I asked for your feedback on some ideas we’ve been tossing around about meetings. I learned a lot from all of your responses. Here’s a summary of my takeaways: On holding a no-meeting day. Many companies hold no-meeting days. By far, the most popular day of the week for this was Wednesday.

Sales Kickoffs and National Sales Meetings—What’s Your Approach?


Now that Halloween is over, you can focus your thoughts on the next frightening prospect: preparing for next year’s national sales meeting (NSM) or sales kickoff (SKO).

Decisions Made Easy: A Sales Manager's Strategic Cheat Sheet

The Center for Sales Strategy

How many decisions does a sales manager make in day? That number probably varies, but most people would agree sales managers make a lot of decisions each day as they navigate changing conditions, corporate demands, and plenty of persuasion from their salespeople about doing what they want them to do. Better sales managers make good decisions more often than mediocre sales managers. So, how do they do that? sales strategy sales performance sales management coaching

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.

How to Maintain a Client Relationship After You've Won the Sale

Janek Performance Group

After a lot of hard work and effort, you or your team has landed the sale and revenue is coming in. But that doesn’t mean the sales process is over. In fact, a new phase begins – maintaining the relationship.

Do You Ask ‘Why’ to Expand Opportunity?

Smooth Sale

The question of ‘why’ provides insight that leads us to being able to expand opportunity. Some people may be put off by the style of questioning. But by sticking to the method, we qualify the better matching clientele.



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Active Listening Tips, Part Two

Selling Energy

Today, we’ll continue with active listening tips. active listening


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.

How FLEXE’s Dominic Atkatz gets his new SDRs phone-ready in two-and-a-half weeks

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Dominic Atkatz, Sales Development Manager at Seattle-based FLEXE. The post How FLEXE’s Dominic Atkatz gets his new SDRs phone-ready in two-and-a-half weeks appeared first on Predictable Revenue.

A Sales Leader’s Guide to Effective Negotiations

Carew International

As a sales leader, when it comes to being involved in the negotiations between your sales team members and their clients, it is important to know where you should be dedicating your time! This free white paper offers insights to help you ensure you are adding value in the right places during the negotiations process…. If you are reading this white paper, you likely perceive issues with the negotiations skills of your sales team.

A Taste of Lessonly – San Franciso


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Selling Power Blog – The Popularity and Pitfalls of Online Sales Training

Carew International

The attraction of online sales training is easy to understand. But as training specialists, it has long been hard for us to accept this trend. The unique dynamic of in-class training sessions to facilitate cultural alignment, team-building and problem-solving are all too imperative to the learning process to be neglected as they are in online sales training.

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.

Time Is the Enemy of High-Quality, Complex Deals. Team Selling Is the Solution (Interview with Tim Sanders)


When you’re working a high-quality B2B deal, the biggest enemy to success is time.