Thu.Sep 05, 2019

The Four Mistakes That Will Make Your Sales Training Fall Flat

If your sales curriculum doesn’t exist or is in need of a major facelift, you’re not alone

Sales Management Tip of the Week: #26 Listen, Learn, and Laugh

Steven Rosen

Hello Steven Rosen here for my weekly sales management tip where each week I share one tip from my book 52 Sales Management Tips, The Sales Managers’ Success Guide. Today’s tip #26 is listen, learn and laugh a lot.

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Marginalize Objections Before They Come

The Pipeline

By Tibor Shanto. Some objections you can bank on, you know they are coming, like any pro, practice and you’ll improve. But then there those objections that come out of the blue.

Margin 203

3 Ways Leaders Destroy Their Team’s Accountability

Anthony Iannarino

It isn’t easy to create or maintain a culture of accountability, one where people are responsible for their results. Most organizations have too little accountability and struggle to create an environment where it can take hold.

Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

Reducing SaaS Customer Churn: 10 Multi-Team Tactics to Drive Loyalty

Sales Hacker

Who’s responsible for retaining your SaaS customers? Sales? Marketing? Customer support? Customer success? All of the above! Because retention is a team sport — and customer churn is the opponent.

Churn 100

More Trending

What Is Your Hourly Wage?

Sandler Training

I love sales! It is a career where you, the sales professional, determine your income based on how skillful you execute the duty. It has a feel of independence, ownership and entrepreneurship and it can be extremely rewarding.

Sales 90

Slack's Guru Power Users Share Their Knowledge Management Best Practices


When Slack’s Customer Experience team first started using Guru in 2016, the goal was to manage their team’s internal knowledge so their Customer Experience Agents could answer customer questions quickly and confidently.

Bigtincan Takes Aim at Revenue Enablement with AsdeqLabs Acquisition

Smart Selling Tools

Bigtincan Takes Aim at Revenue Enablement with AsdeqLabs Acquisition.

No B.S. Sales Coaching: Where Excellent Sales Teams Come From

Sales Hacker

Sales teams where the manager spends more than 20% of their time coaching reps outperform other sales teams by up to 25%. But most of the time, sales managers don’t feel they have the time to coach their reps. And most sellers think their managers aren’t effective coaches anyway.

2020 Database Strategies and Contact Acquisition Survey Report

As buyer expectations continue to heighten, marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey. This report aims to highlight the current state of B2B database and contact acquisition strategies, and organizations’ goals to leverage data to fuel their go-to-market strategies in 2020 and beyond.

The Fastest Way To Fix Sales Performance

Partners in Excellence

Hundreds of pundits, thousands of articles, hundreds of books, hundreds/thousands of sales/marketing automation suppliers purport to have their miracle cures to fixing sales performance.

Margin 109

How to Scale Your Coaching Efforts to Build a World Class Sales Team

Sales Hacker

So you’ve perfected your sales onboarding and training, but what are you doing to keep your reps at the top of their game every day after that? A growing team makes it even more difficult to give your reps the coaching they deserve.

The “Power Seven” Components of Elite Funnel Management


Companies need excellence in managing their sales funnel at every level. From salesperson self-diagnosis to sales management one-on-ones, to executive funnel meetings, funnel management is the key to understanding the health of the business.

12 SMS/TextingStatistics for the Modern SDR


Statistics show that SMS/Texting for B2B outreach is on the rise and it isn’t slowing down anytime soon. More and more sales and marketing divisions are utilizing SMS to reach out to potential clients to boost pipelines, strengthen communications and move the bottom line.

Study 75

Best Practices for a Marketing Database Cleanse

As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.

Cadence Definition: What A Salesperson Should Know

What is cadence in sales? How can it affect the growth of your business? To find out more, read on and learn about cadence definition, elements, and most importantly, how a sales cadence can benefit your business.

How Google Search Console Can Help Every Business Thrive

Nimble - Sales

Google Search Console is a powerful tool. One cannot overlook the diverse ‘search’ data that it provides. Constant analysis of the search console data can help your website climb the top ranks progressively and boost its online visibility.

Google 104

Four Keys to Developing a Successful Sales Data Strategy

Miller Heiman Group

If your sales data strategy consists of pulling a report from your CRM and using it to analyze your salespeople’s performance, you’re missing a critical opportunity to guide decisions that go beyond performance. A formal sales data strategy is a documented framework that collects information from sales technology tools—and it should have executive sales ownership and buy-in.

Data 71

6 Sales Compensation Mistakes to Avoid (and How to Solve Them)


Getting sales compensation right is important for businesses to succeed. Learn how to avoid 6 common sales compensation mistakes and design plans that motivate. Incentive Compensation

Cold Calling Tips and Tricks

In recent years, cold calling has become synonymous with rejection and failure. But the numbers aren't that clear; while less than 2% of today’s cold calls actually result in meetings, 78% of decision-makers have taken an appointment or attended an event as a result of a cold call. What’s the verdict?

Leveraging Energy Efficiency to Avoid Tenant Churn

Selling Energy

There’s a strong correlation between energy efficiency and tenant retention. If you think about the benefits of energy efficiency from a non-financial perspective, it makes perfect sense that an efficient building would yield happy tenants – and ones that would be more eager to renew their leases.

Churn 68 Experiences Significant Enterprise Customer and Solutions Growth in 2019

SILICON SLOPES, Utah–(BUSINESS WIRE)–, the only AI Sales Platform powered by Collective Intelligence, today announced strong momentum among enterprise clients in the first half of 2019.

Overcoming Fears to Embrace Informal Learning


In a previous post we took a closer look at thinking holistically about employee development and embracing the informal learning activities people not only prefer but seek out on their own.

Building Consistency into Your Sales Methodology


Consistency drives long-term success in selling. However, consistency is elusive. The reason: daily challenges create “drift.”. Sales professionals and sales leaders make quick moves to put out the fire of the day. In time, the approach to selling emerges from circumstances, not consistency.

How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

Funnel Radio Line Up September 5

Sales Lead Management Association

All showtimes are Pacific time zone.

Four Tested and Proven Sales Training Techniques You Need to Know

Corporate Visions

The post Four Tested and Proven Sales Training Techniques You Need to Know by Anton Rius appeared first on Corporate Visions. A key part of developing a successful sales team is using sales training techniques that actually work.

I Have A Problem With “Storytelling”

Partners in Excellence

Storytelling seems to have come into fashion over the past few years. Too often, we have tried to overwhelm our customers with logic, data, and facts; expecting everyone to respond as Dr. Spock did in the old Star Trek series. While we have known we need to make an emotional connection, too often, we still focus on, “just the facts.”

Can A Real Lunch Break Boost Your Productivity?


Productivity. For the modern worker, it’s more than a buzzword — it’s a lifestyle.

Sage 56

3 Mistakes Organizations Make While Developing ABM Programs

While B2B research suggests organizations are thriving through successful ABM programs, getting just one campaign off the ground is more difficult than it seems. From building an account universe to understanding to orchestrating sales and marketing alignment around touchpoint and messaging, there are a number of variables to consider before launching a program.

The Four Mistakes That Will Make Your Sales Training Fall Flat

If your sales curriculum doesn’t exist or is in need of a major facelift, you’re not alone. Many sales leaders admit that they have little to no formal sales curriculum in place. In fact 34.8% say they have no formal training for new hires. Another 32.5%

Film 76

6 Essential Parts of a Winning Sales PlayBook

criteria for success

What are the essential parts of a Sales PlayBook? First, let's take a step back to understand the purpose of a Sales PlayBook. A PlayBook is a collection of best practices and sales enablement materials a salesperson can reach for whenever they need.

Artesian’s new online refresher certification (& why you should start the course)

Artesian Solutions

Technology alone cannot transform sales behaviours – why you need to invest in training. Some people feel training can be just another ‘tick box procedure’ that fills them with dread. But B2B sales is a fast-paced and ever-evolving industry, ( like who’s using Artificial Intelligence? )