July, 2017

Why Most Sales Forecasts Are Inaccurate

Sales Benchmark Index

Article Corporate Strategy Sales Strategy accurate forecast forecast forecast miss forecasting missed revenue sales forecast

30 Interesting Non-Selling Subjects to Make You Better at Selling

Understanding the Sales Force

I was sitting next to a guy who knows that our son is one of the best ball players in his age group in New England. He is from the former Soviet Union and when he told me that he tought his son to play catch I was confused.

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Trending Sources

What the Top 1% of Sales Reps Do Differently

Fill the Funnel

For top-performing reps, it isn’t the resources they’re given that determines their success — it’s their resourcefulness. But who would choose a Hyundai over a Ferrari? We don’t love to admit it, but powerful sales tools can increase our chances success.

How to Overcome the Top Three Objections in Sales

Inside Sales Training

There is a secret that every top selling professional knows and leverages. It’s what enables them to consistently out perform all other struggling sales reps in their company and in their industry.

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

More Trending

What We Can Learn from the Latest Data on Sales Motivation

Understanding the Sales Force

Image Copyright iStock. Dave Kurlan sales motivation sales performance sales excellence altruistic motivation

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How Do I Make Sure I Hire Someone Who Has Excellent Sales Skills?

Anthony Cole Training

8 Reasons Why Hiring Elite Salespeople is Difficult

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Power Of The Pixel

Fill the Funnel

For the past two years, many have been chuckling behind my back since I started talking about my growing enthusiasm for Facebook as a sales and marketing platform, especially for B2B sales. When I mentioned Pixels, and advertising on Facebook to generate leads and sales they scoffed.

Do Generational Differences Matter in Account Based Sales?

No More Cold Calling

Stop fretting about Millennials and embrace your inner Perennial. Remember when your parents told you to turn down that loud, obnoxious music? Actually, they yelled, because otherwise you wouldn’t have heard them. They griped about “kids today” and wondered what this next generation was coming to.

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.

How to Increase Sales with this Question

Increase Sales

Most sales people want to increase sales. This is why open ended questions are so popular. Yet there is a question framework that when executed flawlessly can accomplish this professional and organizational goal. Homework Required. However before asking this specific question, the salesperson must do his or her homework. Knowledge about the sales lead and the organization is essential. Possibly this is why more than three contacts are necessary to convert the sales lead into a customer.

How Far Upstream Can I Go with Inside Sales?

Sales Benchmark Index

Article Corporate Strategy Sales Strategy account pyramid how far upstream? inside sales inside sales team isr stratification up stream upstream where should inside sales work

12 Reasons They Didn't Like You Enough to Buy From You

Understanding the Sales Force

Image Copyright iStock. Everyone has had this happen.probably more than once. You worked hard and smart, thought you did a great job, expected to win the business, but didn't. Later, you learned that the prospect "Didn't really like your style.".

5 Questions Every Account-Based Marketing Pro Has Answered

Velocify

Sales has been targeting contacts at key accounts for decades. On the marketing side, account-based marketing (ABM) has gained major traction, becoming a key strategy to better align with sales and close quality deals. At its core, ABM is focused on personally connecting with your buyers.

Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

Front Row Seat To The Next Industry Collapse And Your Big Sales Opportunity

Fill the Funnel

You have a front row seat to the next industry collapse and rebirth and it is already underway. The industry – Television Broadcasting. This has been building for some time – traditional viewing habits have been dropping for over 25 quarters in a row. The data tells the story.

Be a Rock Among Pillows

Anthony Cole Training

My pup, Rocky, loves to lay on top of pillows. ALL pillows. He doesn’t care if they are round, square, flat, cushy, or even sewn on and attached to the back of the couch- he will find a way to lay on them.

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In Sales and Marketing Feelings Count More than Logic

Increase Sales

Sales and marketing research can be interesting and provide some insight as what not to do. The CMO Council and Dow Jones surveyed over 2,000 consumers from North America and the United Kingdom which revealed the importance of feelings in sales and marketing messages.

Why Top Sales Candidates Bail From Your Hiring Process

Sales Benchmark Index

Article Corporate Strategy Sales Strategy bail candidate mystery shop candidate point of view hiring sales hiring profile sales reps top candidates

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Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

Crucial Selling Take Aways from the 2017 Home Run Derby Lead to Sales Greatness

Understanding the Sales Force

Did you watch the Home Run Derby on Monday night? I've never seen anything like it. You could see thunder and lightening through the glass wall in left field as thunderstorms raged while all the home runs were being launched. Wow, what a show!

We Drink Our Own Champagne: Cheers to Happy Selling!

Velocify

I have been in technology sales for more than 16 years—six of which have been at Velocify. In my sales career, I have used Goldmine, ACT, Microsoft Access, Siebel CRM, Right Now Technologies, Netsuite and also Salesforce at three previous companies.

Are You Leveraging the Power of Video in Sales?

Fill the Funnel

Video is taking over marketing and sales communication. Growth in the use of video has exploded at a rate never seen before. Video drives sales results in clear and direct ways.

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The Lost Art of Closing

Your Sales Management Guru

The Lost Art of Closing. -a a book review-.

Sales Training Playbook by Lessonl

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

Your Abundance Is Far Greater Than You Realize

Increase Sales

Isn’t it funny that we fail to recognize the abundance within our lives? We have so much and yet many feel they have so little. I was watching a video about a young person who was born with limited height, with no arms, with no fingers, abandoned at birth and in spite of this scarcity she learned to play the piano with her toes and use her voice to sing. Click Here for Video.

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How Do You Measure Sales Enablement?

Sales Benchmark Index

Article Sales Strategy effectiveness efficiency how to measure measure measure sales enablement sales enablement

Grammar - Why Commas Provide Sales Success Where Periods Fail

Understanding the Sales Force

Image Copyright Eerik. You've heard it all before - but not quite this way. The one thing you need in order to have a successful sales force is CRM. The one thing you need in order to have a successful sales force is a powerful Inbound initiative.

Guaranteed Rate Rises to the Top with Velocify

Velocify

We recently caught up with long-time client, Guaranteed Rate, to chat about their challenges and successes over the past decade and how Velocify has helped them rise to the top in an ever-evolving mortgage market.

The Art of Social Selling -- Summarized by getAbstract

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

How to Create A Video Ad in 3 Minutes or Less

Fill the Funnel

This has clearly been ‘The Summer of Video’ and that continues today. I have also been encouraging you to utilize the Facebook Pixel on your website and blog.

Each Prospecting Call is an Opportunity to Learn

The Sales Hunter

I wrote the best-selling book High-Profit Selling with one goal in mind — to help you prospect more effectively. Just because a prospect rejects you on a call doesn’t mean there isn’t something for you learn. Check out this 50-second piece where I talk about learning from every call, regardless of how it goes: […]. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospecting selling

To Increase Sales Is Both a Want and a Need

Increase Sales

Desires are strong emotions. The want to increase sales is a desire. Additionally, needs can be emotional as well as logical. I need to increase sales because my job supports myself, my family, pays my rent or mortgage, etc.

6 Habits of Highly Successful Sales VPs

Sales Benchmark Index

Article Sales Strategy SBI for SMB 6 habits habits VP of Sales

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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.