Sat.Feb 23, 2019 - Fri.Mar 01, 2019

Welcome to Customer Revenue Optimization – The New Science of Selling


I don’t know when exactly it happened, but it definitely happened in the last 15 years – selling changed. While there has always been complexity in business to business selling, the proliferation of information and connectedness amongst people has created a far more sophisticated buyer.

The Power of Show and Tell:  3 Ways to use Props in your Sales Presentation or Pitch

Performance Sales and Training

For many of us, bringing a pet, a favorite toy or even person to school for show and tell was our earliest experience using a prop. Why didn’t the teacher just have us tell a story? Because teachers know that a verbal story alone is not enough to hold the attention of a room full of children.

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Why is Sales Enablement Important? 5 Reasons and Examples


There's no question that many more sales enablement teams exist today than even 5 or 6 years ago. Here's why so many companies are hopping on the sales enablement bandwagon

Overcome ALL Objections with This ONE Question

Mr. Inside Sales

Want to know a secret about objections ? There are really only two types: Real concerns that need to be addressed, and, once you do, you can then close on, and, Smokescreen objections hiding something else (like the real reason your prospect isn’t buying).

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

The Secret of What Creates a Positive Mindset

Jeffrey Gitomer

From Mindful to Mindset, Part 2. MINDSET is preceded by MINDFUL. Mindful, or self-mindfulness, is the first, and most important step to your mindset. Positive outcomes start with MINDFULNESS, not MINDSET.

More Trending

Purchase Segmentation – The Key to Revenue Growth

Sales Benchmark Index

It’s Sunday, April 14th. It’s no ordinary Sunday. Today is the final round of the Masters, and Tiger Woods is in contention. The fans have showed up in the thousands at Augusta National to witness history. After a converting a.

How to Use the Your Experience with Turbulence to Overcome Resistance

Understanding the Sales Force

We were on a JetBlue flight from Florida to Boston and the turbulence was much worse than usual. More dramatic, longer lasting, and bad enough for the flight attendants to remain seated for the entire flight. You've probably experienced a flight like that too.

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The Secret Code to Mastering Mindset

Jeffrey Gitomer

From Mindful to Mindset, Part 1. The personal development buzzword for the last decade or so has been MINDSET. Here’s a bit of history and explanation…. NAPOLEON HILL is the grandfather of MINDSET.

Product Knowledge is Overrated

The Sales Heretic

Companies spend thousands—even millions—of dollars every year training their salespeople and sales channels on the minutia of their products and services. In fact, many companies use the term “sales training” when what they really mean is “product training.” And that’s a mistake.

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

Wow That Is a Lot of Slides! Should You Read Another Market Segmentation Study?

Sales Benchmark Index

Market Segmentation analysis and reports are a foundational component of strategic analysis, planning and decision-making for any CEO. Understanding market opportunity and market dynamics is critical. It informs how to make investments in people, time and money.

When was the last time you changed your sales process?

MTD Sales Training

Sales is a complicated, never-ending process of building relationships with prospects, building trust, answering questions, and moving the whole procedure through to the commitment stage.

3 Proven Voicemail Tips

The Pipeline

By Tibor Shanto. While it has been near 40 years that voicemail has been the constant companion to sales professionals, it still seems to challenge many, especially when it comes to connecting with unknown buyers. How do you get them to call you back and still hold your own?” Most salespeople I speak to, opt out and don’t leave a message the first time to an unknown prospect.

4 Steps to Crafting Compelling Value Propositions

Sales and Marketing Management

Author: Jennifer Tomlinson Consumer choice has never been greater. In fact, you can expect 30,000 new products to hit the market each year.

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.

Bad News—Your Expensive Marketing Tech Stack Doesn’t Mean You’re a Digital Innovator

Sales Benchmark Index

Too often marketing leaders focus their digital initiatives on one thing: lead generation. So, if you’re like most CMOs, you’re investing a lot of time and energy into your website, marketing automation platform and maybe some tools to provide enhanced.

Cat Meme Queen Strikes Again: Bad CRM Data Quality is Even Worse Than You Think

DiscoverOrg Sales

Cat Meme Queen, CEO at : That’s a potential title and email domain that could be entered into your web form fill to get that ebook or whitepaper you promised. THEY get a free ebook.

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Friday Five - Will to Manage Sales

Score More Sales

Do you have these five components as a sales manager? It takes much more to be successful, however these five areas make up what Objective Management Group calls the Will to Manage Sales. sales coaching sales leadership

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Stray thoughts on customer experience trends

Sales and Marketing Management

Author: TIM HOULIHAN There were a few things that struck me as being relevant that didn’t quite make it into the print version of my article on elevating your customer experience. In this case, they’re like the cattle that couldn’t be brought back into the herd before the gates closed on the corral.

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Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

How The World’s Top CMOs Take Ownership of Customer Lifecycle Management (CLM)

Sales Benchmark Index

The CMO who exclusively focuses on new lead generation is falling behind the market, their competitors, and their peers. This myopic view only focuses on one stage of the Customer Lifecycle. Conversely, revenue driven CMOs are making massive impacts to.

Over hiring is the startup kiss of death. Here’s how to avoid it.


Growing a business can often create a complicated conundrum for entrepreneurs: How do we get the people who have what it takes to help us believe in our mission enough to take a risk and join the cause?

How To 141

You Don’t Have Time to Ask for Referrals? [February Referral Selling Insights]

No More Cold Calling

If you don’t ask, you don’t get. Two colleagues complained they were so involved in their work, they didn’t have time to prospect. One guy even said he was thinking of cold calling (shudder) and doing more marketing. Why didn’t he think to ask for referrals? That’s a rhetorical question.

How to Be a Memorable Salesperson Part 7: Encourage Your Buyers


Now that we’re more than halfway through this CONNECT2Sell series on how to become a more memorable as a seller, be sure to go back and catch up on any posts you’ve missed. We’re covering 12 different ways you can make a lasting impression with buyers.

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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.

Solution vs. Budget

Anthony Cole Training

Typically, when a salesperson doesn't win an account it's due to a few different factors; the prospect didn't have a compelling reason to make a change, the salesperson didn't do enough to uncover their capacity to invest, or the incumbent wasn't properly eliminated from the running.

Selling how you always have? Fuggetaboutit!

Sales and Marketing Management

Author: Paul Nolan Jeffrey Gitomer wants every sales professional to spend three months selling in New York City and tell him how that works out for you. SMM: Your latest book, “Sales Manifesto,” is all about the drastic changes to the sales process and how to adapt.

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Expert advice: How many sales emails should you send before giving up?


Following up with buyers is a crucial part of any salesperson’s job. Rarely will a new prospect get back to after your first cold email , and even your best clients often need multiple touches to draw them back into a sales conversation. Both situations take time and persistence.

7 Actionable Tips to Re-Engage Old Sales Leads

Sales Hacker

Have you considered reconnecting with your old sales leads? You’re not alone. Getting traffic and leads is the biggest pain of 63 percent of all businesses. Source: HubSpot. But MarketingDonut says 44 percent of salespersons give up after one rejection.

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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.

SalesTech Video Review Finlistics

Smart Selling Tools

SalesTech Video Review: Finlistics. Finlistics offers a complex and comprehensive business intelligence database of insights to create a rich profile of your prospects. By leveraging this information, sellers can have much more detailed conversations about the customers current business challenges.

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How Your Go-To-Market Strategy Is the Secret Sauce of Sales

Sales and Marketing Management

Author: Jason Loh Every chef has their secret sauce. For some it’s an actual product: a unique amalgam of ingredients no other chef has yet discovered or marketed.

The Coming Sales Talent Crisis

Partners in Excellence

It’s clear that customers struggle to buy. The majority of complex B2B buying journeys end in no decision made. What we traditionally thought of as a relatively linear journey is now depicted as shown below.