October, 2018

Who Are We Fooling?

The Pipeline

By Tibor Shanto. A bit of fantasy is good for the soul; it would hard to get through days and projects if not for a little mental cheating and false illusions; it is entirely another to base your own or your company’s future on it. Stats – The Drug of Choice.

The Race for AI-Driven Sales Success Starts Now

Sales and Marketing Management

Author: Anil Kaul Co-Founder and CEO of Absolutdata Artificial intelligence — AI for short — is already changing the world in countless ways. Millions of people use devices like Amazon Echo and Google Home to find out more about products and services they need or to control their home environment.

Let’s Keep Talking

John Barrows

The feedback from the recent “We Need to Talk” webinar was so positive that we wanted to summarize some of the key points we discussed, share the resources we’ve compiled and keep the conversation by introducing the Slack community we’re building called Sales Done Right.

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Why Your Sales Talent Program is Failing

Sales Benchmark Index

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.

Should You Always Agree With Your Client?

MTD Sales Training

“The customer is always right”. I’m sure you’ve heard these oft-quoted words from Harry Gordon Selfridge, the founder of the department store that bears his name.

More Trending

Strategy Is Sexy, Execution is Boring

Steven Rosen

Business success is a function of brilliant strategies and excellent execution. How are your sales to date? Every sales leader I have spoken with could easily answer this question. I am sure you can as well.

The Other Half of Sales Team Development

Connect2Sell

As a seller, your job was to deliver results. You were measured by and rewarded for performance. Your priority was to reach your sales quotas. leadership development sales managers sales performance

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Selling Above The Crowd

The Pipeline

By Tibor Shanto. A few weeks back I wrote about the state of sales from a broader and collective perspective , spoiler alert: we have issues.

3 Ways to Deliver Greater Results from Your Sales Process

Sales Benchmark Index

Virtually every sales organization has invested in the creation of a sales process. The most obvious key to designing a sales process is to focus on the customer. For years, Sales Operations and Enablement leaders have heard this same message.

Sales Training Playbook by Lessonl

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

ATTENTION: The New Sales Currency

MTD Sales Training

Years ago, when the first bartering started (thought to be in the Middle East), metals were used as symbols to represent value stored in the form of commodities. Currency became recognised as stores of value, and traded between market traders and, eventually, nations.

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Post-it Note your way to achievement.

Jeffrey Gitomer

People are not afraid of achieving success, they just don't know how. Here's one element that will put you on the path. You have several goals you want to achieve, but they are not written down.

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World Series MVP Has Lessons for Sales

Score More Sales

Years ago, our company name was intentionally changed to Score More Sales because of the great analogies between professional, collegiate, Olympic sports and professional selling. sales leadership profession of sales

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Where Politics & Business Collide: Political Donations of B2B Decision Makers

DiscoverOrg Sales

As the 2018 midterm election cycle heats up, demographic research and new insights about American voters has never been more in demand.

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

Question-Based Selling Is Only As Good As the Questions Being Asked

Connect2Sell

What makes a good question? In sales, some would say a good question is one that is prepared in advance. Some would say a good question is one that swiftly leads the buyer toward the close.

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5 Ways Artificial Intelligence Can Boost Productivity in Sales Ops

Sales Benchmark Index

Artificial Intelligence (AI) isn’t just a buzzword in the data world. When used correctly, it will save you time, which frees up your team to execute on strategic sales initiatives empower the sales team. AI is growing increasingly prevalent in.

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3 Tips To Ensure You’re Selling To The Decision Maker

MTD Sales Training

Have you ever had that feeling when you’re talking to a prospect that the person isn’t who they say they are? By that, of course I don’t mean they are an imposter! No, but maybe they are claiming to have more power than they really have in the decision-making process.

There are 100 billion Customer Types. Go Figure.

Jeffrey Gitomer

Selling is not about defining the type of buyer you're facing. There are a millions of types of buyers. Ever see those "four types" of buyer things? The Driver. The Amiable. The Idiot. The Big Idiot.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

Your #1 Competitor…

John Barrows

Recently I’ve noticed reps and companies spending a lot of time worrying about their competition and trying to figure out what they’re doing or how to defend against them, etc. I don’t know why but I’ve never really worried too much about competition.

How To Nail The Slow Sale, Fast!

Bernadette McClelland

‘Will you slow down – you’re like bloody bull in a china shop’ he would yell at me as I sped through the hallway, flew past him on his favourite chair in the lounge and skidded around into the kitchen.

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Pitch Perfect: Selling to the Chief Marketing Officer

DiscoverOrg Sales

They delete your emails. They decline your invitations. They cut your calls short. What does it TAKE to sell to the Chief Marketing Officer? A candid interview with Jill Konrath and Heidi Bullock, CMO of Engagio. We wanted to know, so we went straight to the source: a CMO.

Three Reasons Companies Struggle to Execute Value-Based Pricing Strategies

Sales Benchmark Index

Most companies acknowledge the merits of value-based pricing as an ideal. Why then, do so many companies struggle to execute it in practice? There are three reasons we frequently encounter: Confusing Product Value with Customer Value. Back in the early.

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

Top 5 Ways To Gain More Repeat Business

MTD Sales Training

Don’t you just love it when one of your customers places a follow-up order? Or you get that call and the customer says they’d like a repeat of what they had from you before?

Got sales goals for next year? Here's how to achieve them.

Jeffrey Gitomer

Where will you be one year from today? Where will your sales be? How will you get there? Are your goals established for next year? Are they written down? If not, next year you'll likely be where you are today. Wishing you were someplace else, without the direction or drive to get there.

Our Dreamforce 2018 Recap

John Barrows

With Morgan, Lucas, and John attending Dreamforce last week, we wanted to all share our perspectives from Morgan’s second time attending, Lucas’ first, and John’s countless time at Dreamforce. In no particular order, here are our top takeaways from Dreamforce 18. The power of voice.

The Art of Asking Great Questions

Anthony Cole Training

Watch Sales Guy Unplugged: Are Your Sales Questions Courageous Enough? create & convert leads sales leads how to improve sales things to do for sales success

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Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

DiscoverOrg Mad Libs: Filling in the Blanks on CEO and Culture

DiscoverOrg Sales

Study after study cites culture as a real competitive advantage. Peter Drucker, the father of modern management, famously said “ Culture eats strategy for breakfast.” But where does culture come from? How does an organization find and build its culture?

New Trends in Technology Enabling the Inside Sales Function

Sales Benchmark Index

The Growth of Inside Sales Has Left Large Cloud Providers Playing Catch Up.

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Needs & Wants Are OK, But Problems Are Even Better

MTD Sales Training

One of our clients approached us recently and said “I need you to run a motivation session for our sales team. Their figures are down and I want you to give them a boost”. We discussed the situation with him, and asked why he felt that doing a quick ‘ motivation session ’ would solve the issue.