October, 2017

Sales Leaders Can Close Big Deals in Q4 by Reducing Customer Risk

Sales Benchmark Index

Article Sales Strategy

Chairs are Dead—and Other B2B Marketing Hogwash

Pointclear

In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). It seemed like, suddenly, a lot of things were dying: cold calling was dead; telephone prospecting was dead; outbound marketing was dead … many said that even marketing was dead. Maybe I was just sensitive. I mean, I grew up at a time when Paul McCartney was supposedly dead (he, thankfully, lives on). Poetry was dead. The theater was dead.

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Just Out! Our Top 20 Sales Tech Vendors to Follow at Dreamforce #DF17

Smart Selling Tools

Dreamforce 2017 is just around the corner. Nov.6-9 in gorgeous San Francisco. I’ve got my ticket [the event SOLD OUT weeks ago] and soon will be packing my bags with flat-heeled shoes and comfy clothes.

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Distraction Engagement and Selling Efficiency

Understanding the Sales Force

Image Copyright iStock Photos. Dave Kurlan top salespeople time management elite salespeople

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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

Sales Technology Best Practices: Superuser Tips for Success

Velocify

New technologies are automating the sales process and making organizations more productive and efficient than ever before, and the impact on business growth is undeniable. However, selecting the perfect vendor and signing a contract is only the first step.

The Most Important Sales Metrics You’re Not Tracking @DeidreWM

Smart Selling Tools

The Sales analytics category has exploded in recent years, both in number and diversity. A recent industry round-up listed 50+ providers, and the list continues to grow.

The 5 Biggest Sales Hiring Mistakes and the Top 5 Resume Claims That are Fake

Understanding the Sales Force

Image Copyright iStock Photos. I always enjoy reading articles that expose things I don't know about topics I enjoy, like 7 Unsung Built-in Gems in Mac OS X.

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5 Reasons Your Account Based Sales Team Flunked Referral Selling

No More Cold Calling

Pointing fingers doesn’t change anything. Why don’t account based selling teams ask for referrals? Why is asking for referrals ad hoc and not a discipline? It makes no sense at all, because every sales leader and account based sales rep knows that referrals are their hottest leads and best business.

What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

How to Handle: “I want to speak to some references.”

Inside Sales Training

How do you deal with the “I need to speak to some references” objection? Do you cave in and happily send your prospect two or three clients who are satisfied with your product or service? And if you do, have you ever found that some of those prospects never call you back?

How To 161

Sales Compensation: Are You In Line or Off The Rail?

Sales Benchmark Index

Sales Strategy

How Great Salespeople Continue to Learn and Earn

Anthony Cole Training

When I Googled ‘Keys to Great Sales Success’ here are some of the links I found interesting: sales attitude desire for sales success achieving sales success sales motivation

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Is Your Sales Enablement Enabling the Right Things?

Smart Selling Tools

Sales enablement is a hot topic at the moment, and a key priority for many sales organizations. Yet, as an industry, we’re failing badly at it. According to the CSO Insights 2016 Sales Enablement Optimization Study , 32.7%

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

Why Do Salespeople Use Facts and Logic to Combat Objections?

Understanding the Sales Force

Image Copyright iStock Photos. The easy answer to the title question is that they have been trained to do that since they first arrived at sales kindergarten.

Why Your Account Based Sales Team Will Never Be Good at Referrals

No More Cold Calling

Does your sales team struggle to get referrals? Here’s why. When I read a checklist of account based sales development strategies that omitted referral selling, I asked the creator why. After a long pause, her response was, “I don’t know.” That sent me over the top.

All Data is Not Created Equal: Independent Case Study Proves Why Quality Beats Quantity

DiscoverOrg Sales

For years, sales and marketing teams have been spending money to buy lead generation tools and contact data to grow their email marketing database.

10 questions your Key Accounts will be asking you!

Sales Benchmark Index

Article Sales Strategy

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

Sales and Super Mario

Anthony Cole Training

Last week, my fiancé and I were gifted a new Super Nintendo Classic with all the originals preloaded- Donkey Kong Country, Street Fighter, Zelda and of course, Super Mario World.

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First Annual Benchmark Survey to Identify Trends in Sales Enablement Technology Use

Smart Selling Tools

I have a passion for sales technology. It’s kind of my thing. Nancy Nardin? Oh, she’s that SalesTech person!

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It's OK for Salespeople to Lie When This Happens

Understanding the Sales Force

Image Copyright iStock Photos. This new world we're all living in is getting downright scary. It's time to talk about selling in the context of this combustible culture but before I get started, a simple request fo the haters on the left and the haters on the right.

3 Hidden Secrets About Key Account Management

No More Cold Calling

Account based selling is an art, not a science. Attracting key accounts is the #1 challenge for account based selling teams. (No No big shocker there, right?)

Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

This strategy will help you crush your sales numbers in 2018: Executing with Excellence

Steven Rosen

How would you like to crush your sales numbers in 2018? In this Executive Briefing, executing with excellence , I am going to share three steps to doing so. Sales managers, sales executives, sales and marketing executives, this message is for you.

10 Mistakes that Kill Sales Calls

Sales Benchmark Index

Sales Leaders miss or make the number one sales call at a time. Yet they typically don’t pay enough attention to each call. They look at each rep’s performance to quota. They review the pipeline. These are difficult to control. Sales leaders can. Article Sales Strategy Talent Strategy

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Get Emojinal…Because Your Customers Are!

Velocify

In Get Emojinal! How to Connect with Buyers , social selling expert, Koka Sexton, shares tips on how to use emojis to build relationships. What has evolved into a language of its own, emojis bear an interesting resemblance to the symbols and hieroglyphics used in ancient communication.

When Paper-based Sign-offs Become Turn-offs

Smart Selling Tools

There is often little margin for error when working and closing a deal. Unfortunately, it’s at the finish line where many sales opportunities stumble and fall, preventing the successful close of the deal.

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Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

Customers Love to Buy so Why Do Salespeople Struggle to Sell Them?

Understanding the Sales Force

Image Copyright iStock Photos. I just returned from the local car dealer. Have you ever noticed how happy people are when they are buying things? What about you? How did you feel the last time you took delivery of your new car? Was it the new car smell? The finish? The wheels? The look? The brand?

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Year-End Mistakes You Need to Avoid

The Sales Hunter

How are you looking to finish your year? There’s time left, but we need to be careful for fear of making a fatal mistake that dooms the year. A few years ago I was working with a CEO and his 8-person sales team to help them close the year on target. The CEO was blunt […]. Blog Closing a Sale Professional Selling Skills closing a sale number quota sales year-end

Effective Sales Coaching

Steven Rosen

Hey Steven coming at you right again with my next Executive Briefing. Last time I spoke to you about coaching and the quantity of coaching. How many days should a manager spend in the field?

The Biggest Time Sink for a Sales VP

Sales Benchmark Index

Article Sales Strategy

Sales 195

From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Fast Lane Digital

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!)