Sat.Jul 21, 2018 - Fri.Jul 27, 2018

The Data Science Behind Winning More Deals

Sales and Marketing Management

Author: Jeff Weil Data makes today’s world go round; there’s not much that can’t be distilled into a data point, and there’s not much about a company’s customers and prospects that doesn’t make its way into a CRM system for tracking and more intelligent decision-making.

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How to Take the “Snore” Out of Sales Training

Sales Benchmark Index

Article Corporate Strategy Sales Strategy checklist content enablement entertaining free time fundamentals happy happy boss interactive leader motivation motivation training promoted sales enablement leader sales team smarter smarter not harder snore teaching Will McCartney WOW factor

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5 Ways to Keep Your Sales Machine Efficient While Scaling Headcount

Sales Hacker

As sales leaders, most of us assume that many aspects of our sales machine will become inefficient during hypergrowth. As we think of ways to improve sales performance, a number of growth pains may come in the way: High acquisition costs.

Film 86

An Effective Guide for Creating Your Outbound Sales Script

Adaptive Business Services

For B2B businesses, a good outbound sales script is essential. In this article, we will be sharing some tips that will guide you in creating your outbound sales script. Why do outbound scripts matter?

Sales Enablement: What It Is, What It Isn't, and Where It's Going

Speaker: Roderick Jefferson, Chief Executive Officer

The biggest problem with Sales Enablement is that there is no one universal definition. If you were to ask 10 different people “What is Sales Enablement?” you would get 10 different answers, none of which would show the whole picture. Roderick Jefferson, CEO and top sales enablement consultant, is here to provide some much-needed clarity on the what, why, and how of Sales Enablement.

Social calling math

Sales 2.0

This post is a bit of a continuation from last week’s post. In that post I did some math. The math was about the conversion rates of cold calling based on data I have collected over the last few years from others and my own sales team.

More Trending

The 4 Most Common Buyer Types (And How To Sell To Them!)

MTD Sales Training

One feature of modern, relationship selling is that we need to understand about peoples’ preferred buying behaviour if we are to sell to more of them. It is a fact that people buy differently. Some people prefer to buy quickly, others slowly. Some people need a lot of information and detail, for others a sheet of A4 with bullet points is all the information they need. Some buyers make purchases on impulse; others take their time and try to avoid risk.

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Webcams are a necessity for virtual sales professionals

The Pipeline

The Pipeline Guest Post – By Wayne Turmel. It’s not your father’s world of sales any more. The simple days of calling a client and doing a deal over coffee are long gone. Now, clients can screen calls, send our emails to spam and reject our sales pitches without ever having to look us in the eyes. Is this actually the death of salesmen? Not really. We may now live in a digital culture with all sorts of wireless gadgets, but nothing has replaced good, old-fashioned salesmanship.

3 Types of Questions that Transform Leads to Sales


DISCOVER is an acronym for the eight purposes of asking questions. Yes, there are only eight purposes. only eight reasons that people ever ask questions. Sellers tend to focus primarily on three purposes: gathering d ata (D), identifying desired o utcomes (O), and magnifying c onsequences (C). That means there are five types of questions most sellers seldom ask. sales questions

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4 Simple Steps To Planning Your Most Effective Marketing Strategy

Sales Benchmark Index

Article Marketing Strategy action analytics brand planning budget planning campaign planning corporate Data Planning demand engagement execution market Market Research marketing strategy or planning product research strategy support tim foster

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.

In the Age of AI, Training Is More Critical Than Ever

Sales and Marketing Management

Author: Erik Charles When sales professionals look at artificial intelligence (AI), what do they see? If they’re technology-averse, they might see a threat to their jobs. If they are big fans of technology, they might see a silver bullet that instantly boosts their results.

Who Do You Know That Deserves A Standing O?

Score More Sales

We all have lessons we’ve learned in life as time has gone on. Certain people have influenced us. In the sales field, many of us have had mentors, peers, managers, leaders and sponsors who may have influenced us. In our homes we’ve had relatives and friends teaching us and guiding us. sales leadership profession of sales

5 Ways To Deal With A Picky Customer

MTD Sales Training

We’ve all had them; those customers for whom nothing you ever do is enough, or everything you do is wrong, or you’re blamed for everything that isn’t your fault. A picky customer is usually like that with every situation. It’s probably not just you. It could be that their character is simply one for whom nothing reaches the level of perfection they are looking for. What can you do if you come across one of these hard-to-please situations?

Why Reporters Would Make the Best Salespeople

Sales Benchmark Index

Article Sales Strategy Talent Strategy "A-Player" annual research report benefits communicate competency customers daniel korten hit your number how leaderboard make your number organized sales sbi skills top performing rep what when where who why work hard

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Sales Training Playbook by Lessonl

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

5 Steps to Getting the Most Out of Your Sales Intelligence Data

Sales and Marketing Management

Author: Jean Chen and Carter Young There are many intriguing sales intelligence tools available and almost all of them promise a competitive advantage for your sales team.

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If It’s Not Broken – Break It

The Pipeline

By Tibor Shanto. Everybody wants to be disruptive, well, in reality, everyone wants to be AI, but when it seems a bit of a stretch, they settle for ‘disruptive.’ ’ But like charity, disruption begins at home. There is no doubt that sales is a people game, which means the experience buyers have with us during the cycle, and how we make buyers feel will have a direct impact on the outcome.

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Elite Salespeople are 200% Better in These 3 Sales Competencies

Understanding the Sales Force

Professional athletes have one trait in common - they are all very athletic and their skills are among the top several hundred in the world in their particular sport. For example, in Major League Baseball, there are 30 teams with 25 players each, making those ball players the top 750 in the world. Dig a little deeper and in each sport there is an even smaller subset of players who are all-stars.

How to Kill a Sales Team in 90 Days

Sales Benchmark Index

Article Corporate Strategy Sales Strategy activities adoption case study change change management process customers CX executive support field initiatives key roles leaders morale program roles sales sales org sales reps sales vp strong leaders stuart gill support team timing

7 Marketing and Sales Strategies to Grow Your Revenue Fast

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

Dear Buyers – It’s OK to Tell a Sales Rep NO

John Barrows

No is actually the second-best answer a sales rep can hear besides the obvious yes. The worst sin in sales is not for a sales rep to lose a deal, it’s to take a long time to lose a deal.

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Reps Not Closing? Pay Attention to Your Sales Pipeline

No More Cold Calling

Cold leads won’t get your team to quota. Closing is never the problem. Never” is a bold statement, but savvy sales leaders recognize that closing is the easy part. It’s sales prospecting techniques that are messed up.

The Enterprise Sales Process I’ve Used to Close $100,000,000+


As a startup at the expansion stage , there’s no doubt in my mind that you will look towards the enterprise market if you haven’t already. And for good reason… there is big business to be done there!

Don’t Stop Your Pricing Program After the Initial Improvement in EBIDTA?

Sales Benchmark Index

As part of your financial Strategic Objectives, you kicked off 2018 with a new Pricing Strategy to ensure your organization reaches their EBITDA goal. Fast forward to the present, H2 just finished and your Sales Leader is panicking. Top Line.

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.

How to Guard Your Sales Prospecting Against 'Fake News'

Sales and Marketing Management

Author: Jake Shaffren The 2016 presidential election in the United States brought “fake news” into the vernacular of a growing number of Americans. While some use the term to deny the truth of any news story with which they might not agree, most view the term to encompass stories which are basically fabricated out of thin air. . It is not a new problem.

7 Ways to Respond When Your Prospect Asks for a Discount

Hubspot Sales

A discount can help accelerate a slow-moving deal, create goodwill, and give you leverage for requesting concessions. But you’ll only reap these benefits by discounting strategically -- not whenever your prospect asks for one.

Nicole Wolosoff, Boston National Title Agency: Starting Conversations & Attracting Opportunities

Episode #18: Women in Sales Series. Listen: Soundcloud. |. iTunes. Your Favorite Podcast App ??. Watch: YouTube. Previous Guests: All Episodes. Nicole Wolosoff is the President of the New York Operation of Boston National Title Agency.

Do You Have a Productive Prospecting Process, or Do You Rely on the Efforts of Your ‘A’ Player and Wishful Thinking for the Others?

Sales Benchmark Index

Why is prospecting such a negative word? If marketing is going to contribute 30% of pipeline, sales will need to generate the other 70% of sales opportunities. Most sales reps on your team hate prospecting because they relate prospecting to. Article Sales Strategy 30% A-Players Andy Hastings execute make your number Marketing negative word nurture pipeline prepare prospecting sales sales opportunities sbi wishful thinking

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.