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.

The 5 Stages of Account-Based Marketing — and How to Win Them All

Successfully complete the five stages of ABM: define, identify, engage, convert, and connect. We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before.

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.

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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!

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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The Definitive Guide to the Top 4 Sales Enablement Metrics

See what metrics matter to increase productivity and revenue and your organization. This guide will help you stay data-driven while avoiding data overload.

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 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).

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?

Delivering a More Human Marketing Experience

It’s essential to reach customers and create human connections, especially in a world where in person meetings aren’t always possible. Download this eBook to learn why an integrated sending platform takes your marketing strategy to the next level.

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.

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 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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Stop Investing in Forgettable Learning Events

Learning isn’t an event, it’s a process. One-time training events deliver low retention and poor results. Providing continuous learning with an online presence boosts sales rep readiness and shortens sales cycles. Learn best practices to upgrade learning and improve ROI.

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.

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.

Organic Growth Strategy: How to Leverage Market Collateral Around Social Media

Speaker: Akilah Murrell, Sr. Director of Channel Marketing at Channel Maven

Join Akilah Murrell, Senior Director of Channel Marketing at Channel Maven, for this how-to session on engaging your buyer base through social media.

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 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.

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

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 Ultimate Guide to Executive Recruiting

Sourcing the right executive candidates and filling key managerial roles in an organization can be difficult, even in the best of times. Download this eBook to level up your discovery process, talent sourcing, and strategies for reaching your best-fit candidates.

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

Does Your VBR Sound Like a Pick-up Line?

The Center for Sales Strategy

To pick someone up has been used as slang, according to, since at least the 1600s. Today's pick-up line means a rehearsed remark to strike up a conversation with the goal of pursuing a more gratifying relationship later.