Sat.Oct 27, 2018 - Fri.Nov 02, 2018

Sales Lessons from the World Series

John Barrows

One of the great things about sales is that you can practice it everywhere you go. You can also use just about every opportunity as a teachable moment, including the 2018 World Series – GO SOX!!

In Praise Of Boring Sales Organizations

Partners in Excellence

Over the last several weeks, I’ve seen a similar issue with 4 different companies. On the surface, each seemed to have a very disciplined approach to developing their teams and driving performance. Each spoke about the structured review process.

4 Steps to More Predictable Sales Growth

SalesLatitude

With closing deals and managing pipelines on the minds of every sales person, sales manager and sales leader on the planet, what are you doing to achieve predictable sales growth? When you look at your pipeline, does it put a smile on your face?

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.

What Awesome Sales Managers are Doing to Crush It!

Speaker: Steven Rosen, MBA, Author, Executive Coach, Speaker, and Top 50 Sales Influencer

If you're tired of continually pushing your sales reps to do more, working countless hours, and still not getting the results that you desire, then this webinar is for you. Join Steven Rosen, Founder and CEO of STAR Results, to discover the key to consistently crushing your sales goals!

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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Examples of How Salespeople Lose Credibility with Their Prospects

Understanding the Sales Force

You probably thought I would write a world series article but there wasn't much tension or anxiety in this series as the Sox dominated. So instead of an epic baseball related article, you're going to read about trust and credibility.

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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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.

Five Words That Will Make You a Better Salesperson and Leader

The Sales Heretic

Whatever your job is in your organization’s sales channel, you want to be better at it. Which means you’re always on the lookout for tips, tricks, and hacks to make you more effective and productive. Well here’s a simple yet powerful one.

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 I Realized That Selling is Just a Bunch of Crap

Understanding the Sales Force

Those are strong words and probably quite surprising coming out of my mouth but I'll explain it all. Earlier this week I was leading another Sales Leadership Intensive and during a break it came to me.

How To Articulate Your Value Proposition In 5 Minutes Flat

MTD Sales Training

What’s most important to your prospects? When we ask this question, many salespeople we train will answer “to save money!”. And, while that’s often the main topic of conversation, it rarely transpires as the REAL criteria prospects use to make a decision to go with you.

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Maximizing Throughput in the Indirect Sales Channel

Sales Benchmark Index

Joining us on SBI TV is Joe Vitalone, Chief Sales and Marketing Officer at Razberi Technologies, and the top expert at developing and executing a sales strategy at scale through channel partners. Razberi Technologies offers a reliable, secure, and network-friendly.

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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In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Volunteer to be an insider

Sales 2.0

I am the Chairman Emeritus of the Wharton Club of New York. I’ve been the president and the chairman. Over the years these titles have been very useful for my various business and sales endeavors.

Why You Should Have A CLOSE A & A CLOSE B

MTD Sales Training

The excitement you feel when you get a positive response from your prospect is palpable. All that hard work, all that research, all that grafting and painstaking questioning and presenting has paid off and the prospect is heading towards buyers-ville. It’s all going so well.

How Better Storytelling Generates More Revenue

Sales Benchmark Index

Joining us on SBI TV is Jim O’Gara. And Jim is the CEO of StoryDimensions. StoryDimensions is a sales enablement technology company that captures, develops, and delivers real customer insights and stories that B2B sales professionals can use to establish.

Whiteboard Wednesday: 3 Ways to Scale Your Inbound Sales Team (Chaz Knauft)

DiscoverOrg Sales

Welcome to another Whiteboard Wednesday! I’m Chaz Knauft , Manager of Sales Development at DiscoverOrg, and I’m going to walk you through how to scale your inbound sales development team – and make sure your SDRs are efficient and effective while you do it.

Sales Training Playbook by Lessonl

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

Machine Learning Makes Life Easier

Sales and Marketing Management

Author: Carson Conant The use of sales and marketing technologies has become a critical piece of the puzzle for organizations looking to increase their sales productivity. Yet, chances are most organizations are missing out on a substantial opportunity to boost their sales revenue.

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Why Storytelling Is Becoming The #1 Sales Skill To Master

MTD Sales Training

As we were growing up, one of our fondest memories is often associated with sitting on our parent’s knee, being read a story. It created that initial and long-lasting bond between us. Maybe we were intrigued by a fairy-tale, or inspired by a true story of courage and bravery.

How To Ensure Your Annual Corporate Planning Event Is Time Well Spent

Sales Benchmark Index

Leaves are changing and executives are huddling in the boardroom. The annual corporate planning process has begun. For some it’s a time to plan scaling and growth activities. For others, it’s a desperate cry for “better” and “faster” with no.

What are the 5 Keys to Coaching?

Anthony Cole Training

Coaching salespeople is hard work and it helps to have a consistent and effective process to help keep you on course. As a sales coach, there are five critical steps that you must know and execute in order to get the best effort and results out of your salespeople.

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.

Why Product-Agnostic Content Wins in B2B Marketing

Sales and Marketing Management

Author: Ryan Gould In the context of content marketing, a product-agnostic approach is one that focuses on your expertise and knowledge around a product, technology or service rather than your brand.

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4 Reasons You Shouldn’t Get the Referral on LinkedIn

No More Cold Calling

How to connect beyond the click when asking for referrals. My client, Sue, identified a colleague on LinkedIn who knew her prospect, George—a high-profile, very senior buyer.

How to Spot, Develop and Retain Top Talent

Sales Benchmark Index

Whiteboard Wednesday: 3 Ways to Scale Your Inbound Sales Team (Chaz Knauft)

DiscoverOrg Sales

Welcome to another Whiteboard Wednesday! I’m Chaz Knauft , Manager of Sales Development at DiscoverOrg, and I’m going to walk you through how to scale your inbound sales development team – and make sure your SDRs are efficient and effective while you do it.

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.

Seeing Through the Hype: Making Sense of Sales Enablement Technology

Smart Selling Tools

If you’re like a lot of busy Sales Executives, you’ve likely noticed there are a lot of fantastic podcasts popping up. I recently had the pleasure of being the guest on the Sales Enablement Radio podcast hosted by the Brevet Group.

Cold Calling vs. Asking for Referrals: Which Is Scarier? (October Referral Selling Insights)

No More Cold Calling

Here’s what you might have missed this month from No More Cold Calling. Most sales reps dread cold calling, but they don’t exactly fear it. After all, they have no skin in the game. If someone hangs up or sprays them with expletives, they move onto the next name on the list.

Inside the Art of Developing Talent

Sales Benchmark Index

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