Sat.Jan 20, 2018 - Fri.Jan 26, 2018

2 Reasons Your Account Based Sales Reps Leave

No More Cold Calling

Sales leaders must take the rap. We used to hire account based sales reps, indoctrinate them with product knowledge and a smattering of business culture, and give them a few lead generation tools. Then we gave them a phone, a list, and, a desk, and expected them to figure out how to book meetings.

Top 3 Sales Strategy Priorities of CEOs

Sales Benchmark Index

Our guest today is Rob Hornish, the President of Americas Sales for Polycom. Rob has 20 years of sales leadership experience in the high-tech industry sector, with a proven record of building, scaling and developing high performing teams. Rob and.

Why Are Membership Sites So Effective and Popular?

Fill the Funnel

One of my coaching clients recently asked me this question… “Are membership sites trending up or down?”

Trends 175

Recruiting Better Salespeople: The Make-Up of Hall of Famers

Anthony Cole Training

Assuming for a second that when you think about hiring for a position in your organization, you are thinking about hiring the best- especially in the early rounds of looking for talent.

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

SalesTech Video Review: @ROinnovation

Smart Selling Tools

Want your salespeople to be happy? Just give them what they want! I’ll show you how RO Innovation helps you do just that with a tour of their 4 key areas of value, Reference Enablement, Content management, Sales Enablement, and Partner Enablement. Visit RO Innovation.

Video 139

How to Unleash More Selling Time

Increase Sales

Do you have a time management problem in your selling efforts? Are you running out of time as you balance work with your personal life? Have you tried time management training, seeking time management tips or reading time management articles and books? And you still have a problem? Guess what? You are not alone. This is because time management is not about time management but rather about self management through planning and goal setting. Please let me explain. Why are you managing time?

The Ultimate List of Words That Sell

Hubspot Sales

The pen is mightier than the sword. Which is good, because you probably don't want to threaten prospects into buying at sword-point. As the primary "weapons" to convert prospects into customers, w ords are incredibly important to salespeople.

Do You Make These 13 Mistakes During Your Sales Conversations?

Sales Hacker

Mistakes during your sales conversations cost you deals. Buyers have dozens of options and more power than ever before. That means you can’t afford to slip up during sales conversations. Your buyers won’t have it. They’ll move to another vendor faster than you can blink, leaving your pockets empty.

Sales Training Playbook by Lessonl

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

Sales Motivation Video: Using Silence in the Selling Process

The Sales Hunter

You have to be able to give your price or ask a question and WAIT. Silence is vital to the selling process. Be silent and allow the customer to respond. Check out the video to see what I mean: A coach can help you excel in your sales career! Invest in yourself by checking out […]. Blog Professional Selling Skills Sales Motivation sales selling selling process silence silent

5 Ways to Create a Successful Sales Coaching Program

Steven Rosen

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Study after study has shown that sales manager coaching has a significant impact on performance. Here are a couple of my favorites: CEB Coaching Effectiveness Survey Findings: Coaching effectiveness: 19% improvement in performance. Time in field: 17% increase in performance.

The Best Time to Make a Sales Call in 2018

Hubspot Sales

Most salespeople are eager to know the best time to cold call their prospects. It’s an enticing idea: Rather than waiting for a compelling event, researching the buyer, and crafting a personalized message, the rep simply needs to know the best day and time of day to make the call.

Survey 112

Sales Hacker’s Yearly Recap & 2018 Roadmap For Growth (VERY Transparent)

Sales Hacker

Before we get into our 2017 recap and 2018 road map, I wanted to provide some quick background on how Sales Hacker came to be. How It All Began: The Story of Sales Hacker. I can’t believe it’s been 4 years since we threw our first Sales Hacker Conference in September of 2013.

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.

Three Ways to Test Your B2B Brand’s North Star

The Center for Sales Strategy

When you look up in the night sky, there are millions of stars. So many that it’s sometimes hard to find even the easiest constellations. But one star everyone knows is the North Star. Why is that? It's different in a few signficant ways. professional branding Sales personal brand

B2B 105

A CEO Mind-shift for Scaling Growth: An Interview with Henry Schuck

DiscoverOrg Sales

As a business grows, the role of the CEO changes. Leaders who are able to evolve their mindset from survival to strategy are a lot more likely to find themselves among those 20% of businesses who survive beyond the first 18 months. It’s a transition Henry Schuck knows well.

17 Email Subject Lines Sales Reps Swear By & Why They Work So Well [Updated for 2018]

Hubspot Sales

With sales email subject lines, a little creativity goes a long way. After all, sparking your prospect's curiosity is often the simplest and most effective way to get them to open your email -- and once they've done that, you can win a response by writing a relevant, timely email.

Sales 113

31 Simple, Yet Brilliant Lead Generation Techniques to Supercharge Your Sales Pipeline

Sales Hacker

In this mega guide, I’ll breakdown 31 different lead generation techniques you can use to supercharge your sales pipeline almost immediately. Why am I sharing this? Because as a solo-founder, I wear many hats. Two of which are currently sales and marketing.

The Art of Social Selling -- Summarized by getAbstract

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

How to Craft a Proposal that Won’t Get Rejected

The Center for Sales Strategy

"The end depends on the beginning (and everything in between).". Yes, we have heard this a thousand times, but no truer words have been said when it comes to developing proposals. I had an epiphany pretty early in my sales career.

#SalesChats Ep. 44 Stop Selling & Start Leading with Deb Calvert


Stop Selling & Start Leading. Today it’s a stiffly competitive sales landscape out there. In the end, who wins the deal–the person that simply tried to sell, or the person who LED the prospect to the win and the close?

17 LinkedIn Sales Navigator Secrets All the Best Prospectors Know

Hubspot Sales

Want to become a prospecting superstar? LinkedIn Sales Navigator is a fantastic resource. It simplifies the process of finding, contacting, and staying up-to-date with prospects, referrals, and customers.

8 Social Selling Tactics That Hurt Rather Than Help


I really love the power that social media contains regarding the sales process. It’s such an impactful way to engage your prospects and clients. But there’s something about social selling that I think a lot of people seem to forget these days…. Social Selling Sales Inspiration b2b sales

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.

Why Are You Making Prospecting So Difficult? It Doesn’t Have to Be!

The Sales Hunter

The last several weeks, I’ve sat in several meetings with salespeople, discussing the issues around prospecting. The excuses never change. People just think for one reason or another the challenge they’re facing is unique to them. Prospecting does not have to be difficult, if you’re willing to get honest with yourself and accept the fact […]. Blog Professional Selling Skills Prospecting outbound prospect prospecting sales Virtual Sales Kick-Off

3 Techniques To Pick Yourself Up After Losing A Sale

MTD Sales Training

No matter how good your sales technique, even the best of us will not get a 100% closing ratio. Be it a buyer who isn’t ready yet to make a decision, or a poor meeting where the sales person doesn’t listen effectively, or a myriad of other reasons, it’s possible that the sale has been lost when it could have progressed efficiently. This can have a negative effect on many salespeople. They may feel they have been at fault. Or their technique has failed them.

Sales 129

The 23 Best Sales Training Programs for Every Budget and Team

Hubspot Sales

Sales training programs help salespeople learn and/or improve their selling technique, skills, and processes. The ultimate goal is improving bottom-line results. According to CSO Insights, salespeople who complete highly rated sales training programs have 10% higher win rates.

Sales 102

SugarCRM’s Winter ‘18 Release Has Arrived


Our latest Sugar Cloud (On-Demand) release, Winter ‘18, is now generally available and comes with a breadth of exciting new features and capabilities.

Successful Selling

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

Improve Sales Performance by Changing the Conversation

The Center for Sales Strategy

If you really want to develop new business with prospects—or even existing clients—try changing your conversation from WHY they should be buying your product to HOW they should use your products and all your other resources to meet their specific needs. (Of

How to Overcome 3 Common Prospecting Conversation Challenges


Prospecting conversations are some of the hardest conversations in the sales process , even for the most experienced sellers. Though difficult, they're also the critical beginning of what should be an enjoyable customer experience.

The Ultimate Guide to Small Talk: Conversation Starters, Powerful Questions, & More

Hubspot Sales

Like it or not, small talk is integral to your success. Whether you’re networking, speaking with a new prospect, or warming up a customer before upselling them or asking for a referral, you must be able to build rapport with casual conversation.

Leaders Make the Call Without Delay

The Sales Hunter

How many times have you seen somebody fret and stew about needing to make a call? For one reason or another, they feel the more they stew, fret and worry about having to make the call, it will somehow be easier to make. Leaders, on the other hand, do not delay in making the telephone […]. Blog leadership Professional Selling Skills Prospecting leader sales leader

Sales 117

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!)