December, 2016

Sales Strategy: Winning the Business

Sales Benchmark Index

Magazine Sales Strategy Revenue Growth Methodology sales execution sales planning sales strategy sales support

Being Comfortable Is for Babies Not Top Sales Performers

Increase Sales

Top sales performers who I know are the least comfortable people. They are always going beyond their comfort zones, stretching themselves especially when it comes to sales prospecting. Credit www.gratisography.com.

How Account-Based Sellers Make Money with a Proven Referral Program

No More Cold Calling

Tired technology just can’t compete now. Let me let you in on a secret: Account-based selling isn’t anything new. This lead generation strategy is the source of much hype in our industry. There are even new acronyms and monikers, such as “land and expand” and “seed and grow.”

Selling at C-level and the too late-too little puzzle

Sales Training Connection

Selling to C-Suite Puzzle. In major accounts sales success at the C-level is a “do or die” proposition. What makes it particularly challenging is “one strike and you’re out.” ” There’s no second chance to get it right.

An Inside Look Into Sales Development Practices in 2018

A peek into the experience and learning of a sales development representative for a first-hand understanding. An organization can benefit from these insights and improvise the working of the sales team accordingly for the new market.

More Trending

The Forgotten Word in Social Media

Increase Sales

Social media has taken front and center stage in the B2B marketplace. Yet as another report, the 2016 State of Social Business , has revealed this one word – engagement – appears to be necessary in the digital marketing evolution.

Companies Rush to Get This One Thing in Place for their Sales Teams Before January

Understanding the Sales Force

I've been writing about the importance of having a milestone-centric sales process for a decade and Objective Management Group's (OMG) data is showing that companies - and their salespeople - have finally begun to make some serious progress in this area.

Negotiation strategy – positioning the glass as half full

Sales Training Connection

Negotiation Strategy. There are a substantial number of skill sets and bodies of knowledge that constitute the discipline of sales negotiation.

Why Sales Leaders Need Vacation—and Why They Don’t Take It

No More Cold Calling

What does it say about you and your team if you can’t unplug? During the upcoming winter holidays, most of the business world will shut down. It’s vacation time, family time, rejuvenation time.

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

[VIDEO] The Cost of Bad Data

DiscoverOrg Sales

Welcome to the first of our DiscoverOrg Whiteboard Wednesday series! Today, let’s talk money. Right – that’s what motivates sales guys? You know what motivates me almost As much as making money? Finding out I’m wasting money!

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Who Is Making Money?

Sales Benchmark Index

They’re called the rainmakers. At the same time, you often hear that salespeople are overpaid. Or too coin-operated. How does their pay compare to functional peers throughout the organization? Read on to discover who’s making the money inside your company.

Sustainable Sales Success - Tip #18 - Energy

Increase Sales

Do you ever watch those Ted Talks ? The one common characteristic of the presenters is energy. Those who achieve sustainable sales success always appear to be in energy even when they are speaking quietly. Their energy radiates and draws their listeners close and closer. Credit www.gratisography.com.

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Is Excuse Making Actually the Biggest Obstacle to Increasing Sales?

Understanding the Sales Force

I've talked a lot about excuse making and the powerful difference between using your index finger, which points outward, versus your thumb, which points inward. Today, Brandon Steiner wrote a great little article about taking responsibility.

Sales 188

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 Sell A Pencil – Or Any Product or Service

Inside Sales Training

NOTE: While this article talks about using this technique as an interview question to determine what kind of sales rep you’re about to hire, it’s also a great technique for managers to use to diagnose what is wrong with reps who may not be hitting quote consistently.

How To 180

Happy New Year!

Sales Training Connection

Happy New Year. Wishing you a successful sales year. Keep an eye on the Sales Training Connection for new ideas that may help you improve your sales performance. To a smashing 2017, Janet and Richard

28 Sales Traits to Identify When Hiring Better Salespeople

Anthony Cole Training

So, what are you looking for in your next great sales person? I guess the most important question is this: Are you really looking for the next great sales person or are you looking for a sales person that will fill the FTE allocation?

Sales 166

Deploying a Sales Process to Win Bigger, Faster and More Often

Sales Benchmark Index

Podcast Sales Strategy custom-built sales process sales process sales roll-out sales process sales strategy sales training

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!)

Don't Look Now Your Real Leadership Ethics Are Showing

Increase Sales

Funny how a simple action can reveal the real leadership ethics of an individual. Let me explain. Credit www.pixabay.com. Earlier this week a colleague received a completely unfair review of his book on Amazon.

Holiday Sales Treat - A Mashup of Two Classic Songs

Understanding the Sales Force

Dave Kurlan Sales DNA brady bunch baby it's cold outside need to be liked dean martin

Sales 180

Is Sales Automation Making Your Team Soft?

No More Cold Calling

As your reps rely more on sales technology, they may be forgetting how to actually sell. . I used to add long columns of numbers and never had to check my math. I knew I got it right the first time. Not anymore. I usually still get it right, but I feel the need to double check.

My Favorite (Brian Tracy) Goal Setting Technique

Inside Sales Training

Happy New Year! How is the goal setting going?

How Video Learning Is Transforming Skill Mastery in Sales

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 in sales. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to sales success.

Chicken Little and The Impact of Dol (pt.1)

Anthony Cole Training

As the story goes, Chicken Little gets hit on the head and declares the sky is falling. managing sales teams DoL regulations managing advisors

Sales 166

Your Path to Pipeline Forecast Accuracy

Sales Benchmark Index

Podcast Sales Strategy forecasting accuracy pipeline forecast accuracy pipeline management sales operations

2017 New Sales Behaviors Replace Create with Connect

Increase Sales

The last couple of years in the word of sales training there has been a focus on sales behaviors specific to how salespeople create value. I find this word “create” to be misleading and very much ego centered (All about me!).

A Bit of Holiday Tradition to Spice up your Selling

Understanding the Sales Force

What is your favorite part of the holiday season? Do you have traditions that you follow every December? For the past 15 years an important part of our holiday season is going to see the Boston Ballet perform the Nutcracker.

Sales Training Playbook by Lessonl

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

Is Your Personality Selling For You or Against You?

The Sales Hunter

Do you use your personality to help you communicate more effectively? How many times have we found ourselves running from the person who has zero personality? Sales is about connecting with the other person.

Get Your Website Built Before Year End

Fill the Funnel

Still time to get your new Website Built in 2016! I was looking at my calendar for the balance of the year and realized I had nothing on my calendar the week between Christmas and New Year’s Eve. I know many of you are in the same boat and I have created a project for […].

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Avoid this “Ghost” of Christmas Future

Inside Sales Training

For December, I’m reading the classic tale: “A Christmas Carol,” by Charles Dickens. Oddly, I can’t remember ever reading it, though I’ve seen countless versions made for TV and movies. It’s fantastic, just like most books are that have been made into movies.

Energy 151

Igniting Revenue Growth With a New Product

Sales Benchmark Index

Magazine Product Strategy new product development product development program launch Revenue Growth Methodology

The Art of Social Selling -- Summarized by getAbstract

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