March, 2017

Why Fear is Stifling the Careers of Sales VPs

Sales Benchmark Index

Article Sales Strategy career fear sales leader sales strategy sales vp sales vp career

Sales 271

How Can Tech Companies Attract More Women in Sales?

No More Cold Calling

Women have everything it takes to succeed in sales. Ask any B2B sales leader about their lead generation challenges, and you’ll get specific answers about why their teams can’t get access to buyers, how sales processes have gotten too long, or why they’re losing to the competition.

Adapting an ABM Approach for Account-Based EVERYTHING

DiscoverOrg Sales

This post is an original piece from guest author, Brandon Redlinger, and first published on DiscoverOrg’s blog on 3/27/2017. Brandon is the Director of Growth at Engagio, the Account-Based Everything platform that orchestrates human connections.

The Official 2017 List of 21 Sales Core Competencies

Understanding the Sales Force

Image Copyright Bluberries. These days, changes happen faster than ever and the same can be said about professional selling. Selling is evolving, the rules of business are changing, there is more information available on line than there was last week and sales organizations must evolve accordingly.

Data 193

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 sales managers – starting off on the right foot

Sales Training Connection

New Sales Managers. Customers expect salespeople to know more today than ever before … and to know it at a higher level of proficiency. This difference constitutes an inflexion point. Customers now want sales reps who are trusted advisors not product facilitators.

Want Qualified Sales Leads? Stop Your Team from Cold Calling

No More Cold Calling

Lead generation shouldn’t be that tough. Let’s be honest. Cold calling is bottom-of-the-barrel prospecting. It can take eight to 14 touches to just to reach a prospect who isn’t expecting a call from your sales rep. He’s “dialing for dollars” (read: “wasting time”), and who has time to waste?

Managing and Overcoming Resistance is the Key to Sales Success

Understanding the Sales Force

[Another disclaimer - this is not a political post and I am not taking sides. I am simply using an example from Trump's recent address to the joint session of congress to illustrate my message about managing resistance when selling.]. Image Copyright SIphotography.

The Perfect Close

Your Sales Management Guru

The Perfect Close. -a a book review-. 21 page corners turned over! For those past readers of this blog and my book reviews you know that is an excellent rating.

Sales Training Playbook by Lessonl

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

Another New Sales Tool? Really? Why?

Increase Sales

Almost every day I am solicited to try this or that new sales tool. All promise incredible results. Really? How many sales tools does a salesperson really need? How did top sales performers years ago manage before the creation of all these new technology based sales tools?

Tools 168

Boost Enterprise Value by Targeting Customer Acquisition Costs

Sales Benchmark Index

Companies create significant value by pulling the Customer Acquisition Cost (CAC) lever. Consider a 1,200 employee mid-market company. In this example scenario, the company’s CAC was roughly $100,000 before aligning its sales and marketing strategies. However, the marketing team had.

Why That Bargain Contact List You Bought is a Sales Dead End

DiscoverOrg Sales

If a salesman wanted to sell you a bridge in Brooklyn, you’d recognize the racket almost immediately. Today, it’s a punchline, but once upon a time, people took the offer seriously: Two people a week for 30 years bought a worthless deed to the Brooklyn Bridge thinking the document would change their fortunes with the toll fares they could charge. Turns out all they had bought was an expensive piece of parchment.

Women in Sales: 5 Ways to Get Your Voice Heard

No More Cold Calling

What does it take to succeed in sales? Today is International Women’s Day, and what better time to celebrate all the smart, savvy women in sales ?

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.

Surround Yourself With People On A Similar Journey

Fill the Funnel

When it comes to building a successful, profitable company it’s critical to surround yourself with great people who can provide you with the right advice at the right time. The challenge is to find those people.

Funnel 161

Top Sales Performers Who Behave Badly

Steven Rosen

Having a team of top sales performers is great! Well maybe. Sports teams that have many great players don’t always win championships. Less talented teams who have great chemistry and are committed to doing whatever it takes to win usually come out on top.

Energy 226

What's So Wrong with this LinkedIn Invitation?

Increase Sales

LinkedIn is a great social media site to increase business contacts and when done well will increase sales. Yet there is a correct way to write a LinkedIn invitation to connect and so many wrong ways to write a LinkedIn invite.

4 Steps to Sniff Out a Sales Leadership Hiring Mistake

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy Sales Strategy

The Art of Social Selling -- Summarized by getAbstract

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

Call Reluctance is Just as Popular as Ever!

Understanding the Sales Force

Image Copyright Christian Chan. Last week I wrote an Article for LinkedIn Pulse that explored some of the statistics related to Call Reluctance. Many might think that Call Reluctance is a malady that occurred back when salespeople did their own dialing and had to book their own appointments.

3 Important Ways Account-Based Sales Teams Can Stay Relevant

No More Cold Calling

What does it take to increase sales in today’s uncertain business environment? This is a time of great change and uncertainty. Now more than ever, sales leaders and their account-based sales teams must be prepared for change.

Why Your Video’s Are Not Producing Results

Fill the Funnel

Have you ever wondered why your videos underperform…? It could be a simple tweak. The key is being able to have absolute control over the viewer’s experience. As sales and marketing professionals, we understand we have only SECONDS to get the attention of potential new customers.

Video 154

What Awesome Sales Leaders Are Doing to Lead Their Team to Succeed

Steven Rosen

Awesome Sales Leaders. It would be great to understand what awesome sales leaders are doing to lead their team to succeed? As a sales leader, there are only so many levers you have at your disposal to impact team success.

Leads 221

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.

Priceless, The First Customer Service Experience

Increase Sales

In relocating from NW Indiana to NW Arizona, we have had to outreach to several businesses. Once again I realized how truly priceless the first customer service experience really is. Credit Must Have Internet. My business depends on the Internet.

The CEOs 4 Most Common Go-to-Market Mistakes

Sales Benchmark Index

Utopia for a CEO is growing faster than your industry and your peers. A thoughtful go-to-market strategy is imperative to enable this growth. Here’s the catch: Many CEOs have risen to the top through finance, operations, or product management.

Managing Millennials

Inside Sales Training

Sales management has always been a balancing act between supporting people to achieve more, and pushing them to go beyond what they think they are capable of.

March Referral Selling Insights

No More Cold Calling

Here’s what you might have missed from No More Cold Calling this month. Women’s History Month is almost over, but women make sales history every day. There’s a new generation of women in sales, and not just in entry-level roles.

Successful Selling

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

Prospecting in Sales – Cold-Calls, Emails and Social Selling

Fill the Funnel

Prospecting in Sales – Cold-Calls, Emails and Social Selling. If you want to start an argument in your sales circles just ask an “expert” what works when prospecting in sales: cold-calls, email or social selling. Unfortunately, you will also hear name-calling, ridiculous claims of success and techniques that would make your mother cringe. If you […]. The post Prospecting in Sales – Cold-Calls, Emails and Social Selling appeared first on Fill the Funnel.

3 Reasons Why Sales Get Stuck – And 3 Steps to Keep Them from Getting Stuck

Anthony Cole Training

Even if you are not in “sales”, you’ve actually been in sales your whole life and you’ve had sales get stuck in the pipeline. You don’t think so. Well, let me provide a few examples to clarify. close more sales

A Sales Maxim To Be Held True

Increase Sales

What sales maxim do you hold to be most true? This past week I had the opportunity to personally witness how the violation of this code of sales behavior turned me away from one vendor to another. Let me explain.

Make the Switch to Value-based Pricing

Sales Benchmark Index

Meet Dave, a mid-market tech CEO. He is smart, savvy, and universally respected by his employees and industry peers. He’s invested wisely in sales and marketing optimization over the years, and consequently his team makes the number more often than.

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!)