January, 2018

Did You Set the Right Sales Quotas?

Sales Benchmark Index

Did you set the quotas right to drive revenue growth? The purpose of today’s show is to demonstrate how to link the company objectives to sales targets through quota setting. Leverage this use-case to evaluate how you set your quotas.

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How B2B Sales Benefits from Prescriptive Analytics

Smart Selling Tools

In today’s big data business world, sales reps often find themselves drowning in sales data and reports, rather than data improving their efficiency and effectiveness in selling.

Don’t Slam the Door on Your Friends

No More Cold Calling

What’s your gratitude meter? As we begin the New Year, now is the perfect time to pay attention to what’s most important—the people in our lives. That means our clients and prospects, our families and friends, our colleagues. It’s time we remember the value of getting personal.

Let’s discuss the Energy Star Multifamily High-Rise Program

Increase Sales

In a construction market that has been slowly recovering since the end of The Great Recession, multifamily housing has been the brightest star. The demand for rental housing has been on a steady climb since 2004 (Source: Freddie Mac

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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.

More Trending

Why Every Sales Leader Needs to Adopt a Continuous Planning Approach

Smart Selling Tools

Happy New Year! The start of a new year means a lot of different things to people, for some it’s the time to exercise more, eat healthier, read more, text less, and be happier. For sales teams, it’s both a time of endings as well as beginnings.

2 Reasons Your Account Based Sales Reps Leave

No More Cold Calling

Sales leaders must take the rap. We used to hire account based sales reps, indoctrinate them with product knowledge and a smattering of business culture, and give them a few lead generation tools. Then we gave them a phone, a list, and, a desk, and expected them to figure out how to book meetings.

Key Mistakes CEOs Make When Allocating the Sales Budget

Sales Benchmark Index

Top CEOs understand that their role is to provide their company with an executable strategy. Strategy is the allocation of time, money, and people. The best CEOs are masters of where to place bets, invest their time, and divest from. Article Corporate Strategy Sales Strategy allocation budget budget allocation ceo ceo guidance CEO sales budget investment blunders sales budgeting sales strategy sales team profitability sustainable growth

6 Reasons to Put Your Training Course Online

Fill the Funnel

In case you haven’t noticed, online courses are coming on strong across the internet.

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Sales Training Playbook by Lessonl

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

What You Should Know When Your Cold Prospect Suddenly Returns From the Dead

Understanding the Sales Force

Last week I wrote about the deep freeze, why prospects suddenly go cold , and how you can prevent that from happening. That article was instantly as popular as any I have ever written.

5 Ways to Get Better at Handling Objections

Inside Sales Training

Want to make 2018 your best year ever? Want to instantly improve your ability to handle the objections you get, day in and day out? And, by the way, that you’re going to get all year long.).

Sales Tech Simplified: How to Measure and Improve Sales Proficiency at Scale

Smart Selling Tools

In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified. This week I interview Steve Preston , CMO at Qstream. Nancy: Why does the industry need your solution?

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2018 Top MarTech Trends: Top Pain Points and Spending Priorities for CMOs

DiscoverOrg Sales

What pain points keep CMOs up at night? And what are the existing and emerging technologies that marketing teams will be spending more on in 2018?

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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.

How Marketing Helps Sales Win the Must-win Deals

Sales Benchmark Index

Our guest on SBI TV is Mike Volpe, the Chief Marketing Officer for Cybereason. Mike is a who’s who among CMO’s. Often called the “godfather of inbound marketing” for his work in taking inbound marketing from an idea to a movement.

Upgrade Your Knowledge and Sharpen Your Skills With Online Learning

Fill the Funnel

Top performers in every industry are always upgrading their knowledge and sharpening their skills. This was historically done by reading books, listening to audio tapes and attending live seminars and conferences.

Predictions for 2018 - The Sales Triad Will Provide Record Sales Growth

Understanding the Sales Force

Do You Have Sales Growth Problems? Solution #4: Create a Selection Criteria Checklist

Anthony Cole Training

Whitey Kollmeier, my friend and greatest center of influence, told me a story about Coach Scolinos. In January of 1996 he was a speaker at the American Baseball Coaches Association. His topic: Stay at 17 Inches. He approached the stage with a home plate hanging from his neck.

The Art of Social Selling -- Summarized by getAbstract

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

Who Would You Draft in Your Fantasy Sales League?

Smart Selling Tools

With this week’s announcement of a professional league for Esports , it’s time to recognize what great salespeople have known all along. Sales is a sport. Think about it. We love to watch others optimize a process to achieve a goal, whether physical or mental.

Message to Account Based Sales Teams: Your Humanity Is a Competitive Advantage

No More Cold Calling

Is sales an art or a science? The Sales Hunter answers that question. I’m not a robot. You’re not a robot. Neither are account based sales teams. When they’re asking for referrals, they should never ask on social media or in any other digital format.

Do You Have Enough Selling Heads to Make Your Number in 2018?

Sales Benchmark Index

Many of you are looking at the revenue plan and worried that you are already behind. You are wondering if you have enough headcount to make your revenue number. So, what do you do about it? There are two.

Video is everywhere today, and you need more than one type of video

Fill the Funnel

Sometimes you see a product, and you’re like “OH HELL YES, what’s taken you so long!” Reevio is one of those products. It single-handedly does what all other video-creation software does… combined…all in one dashboard… and in many cases, it does it better. Plus, it solves a big problem.

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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 to Write a Sales Email That Works

Understanding the Sales Force

I receive so many unsolicited emails each day that it makes my head spin. Most of them, like the cold calls I get, are simply horrible. Delete. Delete. Delete. Block. Unsubscribe. This week I received the daily double - a cold call with an identical, corresponding email.

Recruiting Better Salespeople: The Make-Up of Hall of Famers

Anthony Cole Training

Assuming for a second that when you think about hiring for a position in your organization, you are thinking about hiring the best- especially in the early rounds of looking for talent.

Sales Tech Game Changers: Identifying Actionable Intelligence to Penetrate Target Accounts @mattbenati

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Matt Benati , Founder & CEO of LeadGnome.

Rusty Skills Won’t Win the Gold: January Referral Selling Insights

No More Cold Calling

Ready to hone your account based sales development skills? With the 2018 Winter Olympics starting soon, we’re already hearing about the amazing athletes who will wow us next month.

Successful Selling

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

Top 3 Sales Strategy Priorities of CEOs

Sales Benchmark Index

Our guest today is Rob Hornish, the President of Americas Sales for Polycom. Rob has 20 years of sales leadership experience in the high-tech industry sector, with a proven record of building, scaling and developing high performing teams. Rob and.

Why Are Membership Sites So Effective and Popular?

Fill the Funnel

One of my coaching clients recently asked me this question… “Are membership sites trending up or down?”

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Knowledge is Power – Or Is It?

Inside Sales Training

The week after my first session with my boss was very interesting. I took his advice and began asking myself if I could do a variety of things. Could I actually become the top producer at the company? Could I go back to school and get my PhD? Could I write a bestselling book?

The Quicksand of Customer Loyalty Those Nasty Complaints

Increase Sales

Building customer loyalty must address unsolved problems aka customer complaints. Take a moment to think about a problem that you had with a product or service provider such as a hospital, a retail store or a new car dealership. Was your customer complaint or problem resolved to YOUR expectations or was it resolved to the provider’s satisfaction? How did you feel when the complaint was resolved within your expectations? Probably, pretty good and you may have even told some of your friends.

From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Digital Transformation, Inc.

More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)