May, 2017

How to Determine Which Sales Problem is Worth Solving?

Sales Benchmark Index

Article Corporate Strategy Sales Strategy sales assessment sales problem sales strategy worth solving

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How Studying Baseball Video is Identical to Coaching Salespeople

Understanding the Sales Force

Image Copyright ColorCarnival. We just completed a two-day Sales Leadership Intensive and that's always a great experience for the sales leaders who attend.

Study 231

Why You Can’t Automate Relationship-Building in Account-Based Sales

No More Cold Calling

In this month’s guest post, Tim Hughes discusses social media offenses and how account-based selling teams can avoid them. You’re hosting a dinner party at your home.

What is Your Sales Team's Motivation?

Anthony Cole Training

QUESTIONS THAT COMPANIES NEED TO ANSWER. developing sales talent Motivational getting consistent sales performance predictable sales growth

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

New Analysis Shows the 5 Biggest Gaps Between Top and Bottom Sales Performers

Understanding the Sales Force

Image Copyright Cybrain. It didn't take very long for this to happen. When Objective Management Group (OMG) announced that it was making its findings data available to the public, we knew that it wouldn't take long for someone with a flair for analytics to dig in and come up with something cool.

#1 Way Account-Based Sales Reps Resolve the Gatekeeper Problem

No More Cold Calling

Want to land and expand? Stop trying to get around the gatekeeper. If account-based sales reps want to reach C-suite prospects, the secret is calling at night or on weekends, when their gatekeepers are off duty. Seriously?!

Why Qualifying for Timeline is Important

Inside Sales Training

So I’ve been in sales longer than some of my clients have been on the planet. I’ve made thousands and thousands of prospecting calls, and thousands and thousands of closing calls.

23 Creative Follow-up Email Topics To Keep Your Customer Engaged

Fill the Funnel

Creative follow-up email topics to keep your customer engaged will surely give you an idea or two to continue the email communication with a customer that has gone quiet. You know that “just checking in” emails are annoying and non-productive and rarely produce the desired result.

Sales Training Playbook by Lessonl

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

What Makes You Truly Amazing?

Increase Sales

Have you ever asked yourself this simple question of “ What Makes You Truly Amazing?” ” Probably not. Yet it is a truly an essential question to be answered. Recently I was having a conversation with Dan Waldschmidt (who is amazing).

Not All Revenue Growth is Created Equal

Sales Benchmark Index

I’m excited to introduce a Chief Executive Officer who knows how to direct his sales force to the highest opportunity revenue sources. Executive leaders of every function should prepare to take notes from today’s guest who will share how to.

Phone Prospecting - the Key to Scheduling Meetings

Understanding the Sales Force

Cold calling is dead. Cold calling doesn't work. Untrue. Cold calling is a waste of time. True if you suck at it. False if you're good at it.

Building Belief for Sales Success

Your Sales Management Guru

Building Belief for Sales Success.

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.

Getting Behind the Stall Objection

Inside Sales Training

Last week I was speaking with a new prospect who had called in to inquire about one of my inside sales training programs. I went over her needs, matched up my training to fit those needs, gave her pricing options and then began closing on possible dates for the training.

The Impact of Chatbots and VR on Business Communication


Businesses can only operate as effectively as they can communicate. The ability to share information, develop relationships, and negotiate will define enterprise success. Accordingly, Silicon Valley has become obsessed with ways to make the mechanisms of communication more efficient and compelling.

When Your Sales Tank, What Do You Do?

Increase Sales

Many tines when sales tank salespeople have a tendency to blame the economy, the marketing department (no sales leads), sales management, competition or even the potential customers?

The Sales Operations Guide to Revenue Growth Enablement

Sales Benchmark Index

Article Sales Strategy chris fris efficiency sales enablement sales leader sales operations sales team SVP Sales

The Art of Social Selling -- Summarized by getAbstract

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

More people in the game equals more sales

Sales Training Connection

Sales teams – more people with “sales antennae up” = more wins. The investment required to make a sale is lower when selling to existing customers versus new customers.

10 Ways to Overcome the Fear of Selling

The Sales Hunter

The number of people who are out there offering solutions via email to help you sell without ever having to pick up a phone or face rejection is driving me nuts. The only thing these people are doing is fleecing scared salespeople.

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The Key To Building Value

Inside Sales Training

You hear it all the time — if your price is higher than your competition you’re told to “build value.” ” You’re instructed to stress the quality, the warranty, the features, etc. But your prospects have heard all that before, haven’t they? Want a better way?

Top 10 Do’s and Don’ts for Selling to CIOs

DiscoverOrg Sales

When DiscoverOrg hosted a Meet-Up event, “Overcoming Roadblocks When Selling Enterprise IT,” we expected insights into how successful sales people identify and access key decision makers at targeted accounts. What we didn’t expect were all the insights on how NOT to sell to CIOs. If you are already working from DiscoverOrg’s powerful organizational charts and company profiles, you have the names and contact information of the CIOs and their direct reports.

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.

No Purpose Leads to Bad Decisions and Consequently Bad Results

Increase Sales

A colleague of mine S. Anthony Iannarino , discussed in his weekly email about how changing one’s decision changes one’s trajectory. I agree with him because there are a lot of bad results happening because of bad decisions.

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Cover the Market Completely with Indirect Sales Channels

Sales Benchmark Index

Article Corporate Strategy Sales Strategy channel framework channel optimization channel sales cover market indirect channels sales leader select channels selling channels svp of sales

Are Account-Based Sales Reps Motivated by Money?

No More Cold Calling

New research from Xactly suggests it’s more complicated than that. The title of this post is a question—a seemingly ridiculous one. Of course, account-based sales reps are motivated by money. Who isn’t? But that’s not all that matters to them. It matters that their clients get results.

Sales Leaders’ Guide to Developing an Awesome Sales Management Team

Steven Rosen

Sales Leaders’ Guide to Developing an Awesome Sales Management Team. Do you want to develop an awesome sales management team? Sales leaders have several options to achieve and exceed their sales numbers.

Successful Selling

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

A Kick in the Teeth May be Good for You

Inside Sales Training

“You may not realize it when it happens, but a kick in the teeth may be the best. thing in the world for you.”. – Walt Disney. When I read this quote, I immediately resonated with it. The kick in the teeth came for me when I lost one of the most important sales in my young sales career.

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How to Avoid the Summer Sales Slump

The Sales Hunter

It happens every summer. The number of sales appointments that get cancelled goes up and the number of excuses people make goes up. The result? A sales slump. Summer is not the time to make excuses about things not happening.

Sales Commitment Attitude Starts with You

Increase Sales

Funny many salespeople believe they have a sales commitment attitude and consequently behavior. However if this was true why do so many in sales fail to achieve their sales numbers as well as dislike marketing or prospecting such as cold calling. Years ago I read something written by Zig Ziglar who stated “attitudes are habits of thought.” ” I agree with Zig and would add the following “enmeshed in a plethora of feelings.”

Opportunity Assessment: Is the Sales Opportunity Real?

Sales Benchmark Index

Article Sales Strategy buying stages opportunity assessment sales process

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!)