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.

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 189

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.

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.

Improve Performance Through Better Communication: Create a User Guide

The Center for Sales Strategy

At one time or another, we’ve all wished that people came with an instruction manual. A guide that answered questions no one thinks to ask and provides information we often forget to share. Every big-ticket, important, valuable item comes with instructions. Why are people any different?

Leads 89

More Trending

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 78

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 108

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.

Bigtincan Takes Aim at Revenue Enablement with AsdeqLabs Acquisition

Smart Selling Tools

Bigtincan Takes Aim at Revenue Enablement with AsdeqLabs Acquisition.

Sales Training Playbook by Lessonl

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

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.

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 70

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.

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.

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

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 66

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 64

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

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.

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. 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.

Funnel Radio Line Up September 5

Sales Lead Management Association

All showtimes are Pacific time zone.

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 83

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

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

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.

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.”

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.

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

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? )

GUEST: Sales Legend, Ben Gay III

Smart Calling

Ben Gay’s accomplishments as a sales pro, speaker, author, and trainer are unmatched. Today Ben shares several interesting stories about just a few of the many sales and motivational celebrities he has worked with, including how Zig Ziglar actually worked for him.

7 things you can do immediately to improve your sales results in challenging markets

Sue Barrett

The overall current economic and market conditions are soft at best according to the latest reports.