March, 2022

Proven Way to Increase Sales

Mr. Inside Sales

I received the following email from a previous coaching client of mine (Rino Racanelli). His email boils down my sales philosophy, and it shows how much success you can have if you follow just a couple of proven principles. I’m reprinting it below—word for word.

5 Critical Sales Competencies: The Will to Sell Factors

Anthony Cole Training

There are 21 critical sales competencies that salespeople must have in order to achieve great sales success. But there are 5 Will to Sell factors that make up the foundation of that success. sales skills sales competencies competencies required for sales


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Neuroscience-Proven Steps for Persuasive Virtual Sales Presentations

Sales and Marketing Management

Neuroscience has revealed some important elements of virtual sales presentations that should become a staple of your teams' playbook. The post Neuroscience-Proven Steps for Persuasive Virtual Sales Presentations appeared first on Sales & Marketing Management. News Featured

New Sales Leader? Avoid these 3 Common Mistakes

SBI Growth

If you are a transitioning sales leader, welcome, the clock is ticking… Faced with rigorous pressure to emerge victorious coming out of the gate, the average tenure for a Chief Revenue Officer is a mere 19 months.

6 Proven B2B Marketing Strategies and How to Use Them

Bold tactics. Innovative ideas. Thriving revenue growth. Behind every great B2B marketing campaign is an amazing story. Learn the strategies behind six winning B2B marketing campaigns — directly from the marketers that made them. Read the stories now!

Sales Manager Coaching Blunders Revisited

Steven Rosen

Sales coaching is the No. 1 management activity that drives sales performance. The only problem is that managers have not been taught how to coach effectively. Coaching is a skill that takes time to perfect, and unless expertly coached or trained, managers can make all types of blunders.

More Trending

Headline, Headline, Read All About It: Women on the Quarters

No More Cold Calling

Get those quarters and celebrate women! I was over-the-top excited to learn that the U.S. Mint is releasing five new coins a year between 2022 and 2025—all with women on the quarters.

The Four Cs of Great Salespeople: Part 4

Anthony Cole Training

We have identified the four Cs of great salespeople and how mastering these traits will lead to better relationship selling and advanced selling skills.

How To Stand Out From Your Competitors at Your Next Trade Show

Sales and Marketing Management

Return on trade show marketing investments are highest when your company stands out from competitors. Here are some ways to achieve that. The post How To Stand Out From Your Competitors at Your Next Trade Show appeared first on Sales & Marketing Management. News Featured

2022 State of SalesTech: Driving Adoption of Critical Operational Tools

SBI Growth

A few weeks ago, SBI Research shared a chart highlighting the reasons why top-performing SalesTech is falling short of desired outcomes after the investment. This has been a significant pain point facing revenue growth leaders and is magnified by the lack of adoption of critical tools.

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Best Practices for Pay Transparency Around Your Sales Reps

Speaker: Grayson Morris, CEO, Performio & Lisa Wallace, Co-Founder, Assemble

It's no secret that employees are leaving their jobs for greener pastures. Many are frustrated with their compensation and indicate this as a major driver of attrition. Learn how pay transparency around quota-bearing roles can help you retain and motivate your reps in this webinar!

Sales Manager Coaching Blunders Revisited

Steven Rosen

5 Sales Manager Coaching Blunders. Sales coaching is the No. 1 management activity that drives sales performance. The only problem is that managers have not been taught how to coach effectively.

Great Sales Managers are Like Great Baseball Coaches Without the Screaming

Understanding the Sales Force

So there will be Major League Baseball in 2022. Suddenly the b g and moaning about the owners has stopped and everyone is just happy that baseball is back. Speaking of baseball and bringing sales into the discussion, let's talk about coaching. First the baseball.

One Easy Way to Double Your Sales This Year

Mr. Inside Sales

If you manage an inside sales team, or if you’re an individual producer, then I’m sure you’d love to learn of an easy way to double your sales this year. Think about what that would mean for your company!

Value-Based Selling in Challenging Markets

Anthony Cole Training

Do your lenders provide your prospects and clients with the consultative financial and business advice that establishes value and makes you rate-resistant?

The Truth About Sales Agility: Separating Fact From Fiction

Speaker: Michelle Vazzana

In this rich, research-based session, Dr. Michelle Vazzana will explain both the powerful research findings on high-performing agile sellers and sales managers, and the interim steps organizations can take to ultimately transform their salesforce.

Why Competitive Intelligence Is More Important Than Ever

Sales and Marketing Management

Marketing and sales professionals who want to build sustainable business advantages are focusing on leveraging competitive intelligence to help inform better decision-making on the front lines with sales and customer success.

Why Your SalesTech Isn’t Delivering, Part 1

SBI Growth

As commercial leaders are being pushed to grow at unprecedented rates, recent SBI research suggests that 57% of their highest-performing sellers are pursuing other opportunities.

How Great CEOs Lead Sales

Alice Heiman

It’s more important now than ever that CEOs lead sales. Yes, you heard me correctly, and I hear you saying, “Whaaat? Are you kidding me? I’m the CEO. I have to be strategic and run the entire company. I have a sales leader in place to lead sales.”

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The Top 10% of All Salespeople are 4,000% Better at this than the Bottom 10%

Understanding the Sales Force

This weekend, a deer ran across the highway and hit our car. The deer was injured but she did manage to run away so we were relieved that she wasn't killed. After we returned home, I couldn't find our dog, Dinger.

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New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

One Error to Correct on Your Prospecting Scripts

Mr. Inside Sales

Congrats to those companies & individuals who sent in their prospecting scripts for review. I received many scripts and went ahead and reviewed ten (instead of just the three).

3 Big Sales Challenges

Anthony Cole Training

Top producers have mastered many skills. However, we know that all salespeople, including top salespeople, still struggle with 3 primary sales challenges. sales challenges biggest challenges in sales

5 Digital Skills to Blow Past Sales Targets

Sales and Marketing Management

As the opportunities for closing sales through multiple channels continue to broaden, ensuring that your team is up to speed with the latest smart sales tools is critical to success. The post 5 Digital Skills to Blow Past Sales Targets appeared first on Sales & Marketing Management.

Gaining Control of Your SalesTech to Win the Commercial Battle

SBI Growth

Investment in SalesTech is at an all-time high with no signs of slowing: SBI’s latest research shows more than 1200 solutions available for purchase across 43 different categories.

Your Ultimate Guide to the Trends Shaping Marketing Data

In Salesforce’s latest Marketing Intelligence Report, hear from 2,500+ global marketers on how they are leading with their data, from business growth to customer satisfaction, data privacy, and more. Get the report now!

Triad Tempo: Creating Quality Engagement

Engage Selling

The Triad Tempo is a strategy that yields impressive results for your team and business. What is it exactly? One of the most important shifts in today’s sell-to marketplace is … Read More. The post Triad Tempo: Creating Quality Engagement first appeared on Colleen Francis - The Sales Leader.

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The 6 Surprising KPIs Every Sales Coach Needs to Track


The 6 Surprising KPIs Every Sales Coach Needs to Track. By Sam Hillestad, Product Marketing. Many of the metrics sales coaches use are obvious. There’s a good reason for those metrics, but they only paint part of the picture.

How to Make Your Email Subject Line Compelling

Mr. Inside Sales

By now, I hope you have all been incorporating your prospect’s name in your email subject lines. If you have, then you are already getting more prospects to lock onto your email, and that will mean more prospects will read them.

Get Your Sales Action Plan in Action!

Anthony Cole Training

There are three core sales competencies indicative of a salesperson who will set stretch goals and create an action to reach those goals. However, identifying and establishing personal goals, as well as following an 8 step process, is critical to creating an effective sales action plan.

The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

With Creative Commons, Marketers Can Share Good Ideas with the World

Sales and Marketing Management

Tools such as Creative Commons can help drive innovation in marketing. Particularly when it comes to public service campaigns, the open approach to sharing materials can allow marketers to reach new audiences and effect real, positive change.

Why Your SalesTech Isn’t Delivering, Part 2

SBI Growth

In Part 1 of this two-part series, we presented research that draws conclusions between seller retention and a company’s SalesTech stack. We identified five main barriers that Sales Leaders face when selecting, implementing and optimizing SalesTech. type-article

The new sales process


Most of our “sales processes” are failing us. There are a couple of core reasons we’ve found. First, sales people don’t pay attention to them or execute them poorly. This post isn’t for those people. Sales Process