Sat.Mar 03, 2018 - Fri.Mar 09, 2018

Can You Fix Your Sales Hiring Mistakes?

Score More Sales

Sales leaders tell us they have a good percentage of reps who are not pulling their weight. Not only are some of their reps not making quota, but they are not working hard. It seems in many cases that they have unmotivated (or de-motivated) reps

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Leadership Begins First and Foremost within Each of Us

Increase Sales

Yesterday I received some course catalogs from a well known university advocating a plethora of leadership courses. What these courses and other books fail to recognize is leadership must begin, first and foremost, with each of us.

The curiosity consultant

Sales and Marketing Management

Author: Paul Nolan General Electric executive Beth Comstock called Brad Grossman “human CliffsNotes.” Oscar-winning Hollywood producer Brian Grazer found Grossman to be literally irreplaceable as his “cultural attache.”

Trends 318

Meet The ‘A Listers’? Who Are Ruining Their Selling Careers

Bernadette McClelland

I read an article the other day, well it wasn’t an article, it was a bit of banter on LinkedIn, and a question was posed as to why only 20% of salespeople make quota. And seriously, the answers that came back and who they came back from, caused me some concern.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

10 Ways to Determine if Your Sales Prospect was Engaged

Understanding the Sales Force

It was like losing my favorite pair of gym shorts, forgetting where I parked my car, or not being able to get my computer to restart. The past week presented me with its share of technology challenges.

Selling Tips for People Who Aren’t Comfortable with Selling

Connect2Sell

Everyone sells. You’re selling ideas, decisions, vision, and more every day even if sales is not your chosen career. Or maybe you are in a sales role but feeling a little uncomfortable with some of the “sales-y” things you think you’ll have to do. These selling tips – based on research with buyers and stories from sellers - will give you a different way of approaching sales.

More Trending

Do you challenge your prospects?

Sales 2.0

I just finished reading The Challenger Sale. (I I know, a bit late but finally done.). I have to go back and find where they decided to name the type of sales person that is most successful these days “challenger” I suspect there was some good debate on that name.

How to Take the Path of Least Resistance

Jill Konrath

After going through a difficult period in my personal life, my work habits had deteriorated pretty badly. I knew it was time to turn things around again, but darn, it was so freaking hard. Success Mindset Working Smarter

How To 181

Is This a Good Time to Speak?

Inside Sales Training

How do you feel about this opening? People either love it or hate it. Some sales people think it’s a more courteous way of speaking to a new prospect, that it shows respect and separates you from all the other salespeople who are barging in and delivering a monologue.

You don’t reward generations

Sales and Marketing Management

Author: Jim Valenti, Raul Garcia When it comes to rewards, an individual’s life stage dictates what drives them. Google “Millennial generation” and you’ll get over 28 million hits. Business began thinking about Millennials long before they first entered the workforce around 2000.

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.

How the CRO of an Emerging Technology Company Drives Revenue

Sales Benchmark Index

Our guest on SBI TV is Ryan Leavitt, the Chief Revenue Officer for LearnCore. Ryan is a serial entrepreneur who knows how to drive revenue growth which is the lifeblood of an emerging business. I can’t think of a better.

There’s No Nobel Prize For Prospecting

The Pipeline

By Tibor Shanto. One of the best ways to ensure you maximize your prospecting is to commit to a time in your day or week, where you are doing and thinking about nothing else but prospecting. Most are familiar with the concept of “time blocks” or “chunking,” setting time aside in advance for specific and necessary tasks; I assume that you all agree that prospecting is a necessity.

I Wasn’t High When I Said Women in Sales Rock

No More Cold Calling

There’s something to be said for the “woman’s touch” in sales. I was called out on Twitter by someone challenging my post about why women excel at sales. This person implied that I was smoking some funny stuff or lived in a state where weed is legal.

How To Boost Client Retention – Without Customer Service or Account Reps

Sales and Marketing Management

Author: Ajay Gupta It’s well-known that keeping customers is much more cost-effective and profitable than securing new clients. Harvard Business Review estimated that customer acquisition is 5 to 25 times as expensive as customer retention. What’s more, a Bain & Company study found that increasing customer retention rates by a mere 5% boosts profits by 25% to 95%. But awareness and action are two different things.

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.

Navigate Your Company to Rapidly Developing Markets

Sales Benchmark Index

Joining us for today’s show is Hassane El-Khoury, the CEO of Cypress, the leader of the semiconductor industry. Hassane’s mission is to establish Cypress as the global supplier of choice for innovative companies in high-growth markets. Cypress is leading the industry.

Emerging trends in medical device sales

Sales Training Connection

Medical Device Selling Trends. ORTHOWORLD published an article in their February 2012 ORTHOKNOW newsletter summarizing key points Richard shared in a Medsider podcast with Scott Nelson on emerging trends in medical device sales.

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Three Proven Ways to Increase the Value of Your Sales Content

Smart Selling Tools

If you’re a reader of Smart Selling Tools, chances are you understand the inherent value in equipping sellers with the materials they need to engage buyers. But what is that value, exactly? We at Seismic recently partnered with research firm Demand Metric to find out.

Applying the 4-Drive Model

Sales and Marketing Management

Author: Tim Houlihan Kurt Nelson recently leveraged the 4-Drive Model with a global pharmaceutical firm that needed to revamp their sales incentive trips.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

7 KPIs Evaluate Go-To-Market Effectiveness

Sales Benchmark Index

Evaluating the effectiveness of a Go-to-Market (GTM) strategy, and the team driving it, is a challenge. How do you know if you have the right GTM strategy? Here are 7 KPIs a CFO can use to assess their GTM plan. Article Corporate Strategy SBI for Private Equity SBI for SMB CFO chief financial officer Evaluate Go-To-Market Effectiveness Go-To-Market revenue generation revenue strategy

Listen more, talk less … and drive more revenue

Pointclear

6 skills required for active listening. You’d think that the secret to having quality conversations would be being a good talker. But the opposite is true. It’s being a good listener. This is a skill that we teach our associates, who spend their days making dials (80 to 100 a day) and engaging B2B sales prospects on behalf of our clients.

#B2BMX Recap: What Every B2B Marketer Should Focus on in 2018

Smart Selling Tools

I’ve been to many conferences over the years, but lately they’ve been centered around Sales.

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What’s the Best Approach for Upselling Customers to New Solutions?

Sales and Marketing Management

Author: Tim Riesterer “But how do we sell in this situation?”. Research has a way of begetting more research. As soon as we conduct a study that illuminates how to address a certain moment in the purchase cycle, another customer comes along wondering how to handle a different selling scenario.

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

What Goes Around Comes Around

John Barrows

This has been one of my Guiding Principles for a while now, mainly because I’ve experienced it too many times to ignore it. This week alone I had two former clients reach out to me directly looking for training after switching to a new company. I also had one prospect who I never did business with reach out because they were in a new role. They all commented on how helpful I had been to them in their previous positions.

Overcoming the Fear of Prospecting. It’s Only a Mind Game.

The Sales Hunter

It’s a rare person who wakes up in the morning excited to do nothing but prospecting. It’s even rarer to find a person who enjoys doing it day after day, week after week. The average person would call that the definition of insanity, but give me three minuetes and I’ll try to get you past […]. Blog Prospecting prospect prospecting sales prospecting

Sales Tech Game Changers: How to Align the Sales Organization to Strategic Corporate Initiatives

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Chris Tratar , VP of Product of SAVO.

5 Simple Choices That the Best Sales Managers Make

Sales and Marketing Management

Author: Gregg Schwartz Many people think sales management is complicated and mysterious, that there's some unknowable process to becoming a great sales manager, or that great sales managers are born, not made. It's true that talent and hard work and people skills are all part of the mix of succeeding as a sales manager, but for many of the best sales managers, success is a matter of choice.

The Best Learning Methodologies for Developing Elite Sales Leaders

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

It is well recognised that the frontline sales managers are the key to driving performance in sales organizations. If you had to choose between investing in sales manager training vs sales rep training what would you do?

#SalesChats Ep. 47: How Sales Can Become More of a Strategic Weapon with Roy Osing

Pipeliner

How Sales Can Become More of a Strategic Weapon. It takes a lot more than a hatful of tricks to sell today–it takes a clever, thought-through strategic approach. What does that really mean?

How To Build Up The Gains For Your Customers

MTD Sales Training

There are only two reasons why a customer’s business will want to change from what they’re doing to something else. The first is that your solutions offer something they don’t have now , and they will be able to benefit from having or using it. The second is if they are experiencing pains associated with the current situation and need to change it. That’s it. If those gains or pains don’t exist, then the customer will be very happy to stay where they are and not change.

Sales Is A Giving Profession

A Sales Guy

Sales is about giving. It’s not about your quota. It’s not about getting to the close. It’s not about Presidents Club. It’s not about the upsell. It’s not about being on the leaderboard. It’s not about bringing a deal in by the end of the quarter. It’s not about conversion rates or leads. Sales is about giving your buyers, prospects, and customers a way to get to a better place tomorrow than they are today.

Quota 99

Applying the 4-Drive Model

Sales and Marketing Management

Author: Tim Houlihan Kurt Nelson recently leveraged the 4-Drive Model with a global pharmaceutical firm that needed to revamp their sales incentive trips. The firm historically offered lavish trips to exotic destinations for top performers and their guests and usually included some senior executives to rub shoulders with. The trips were pure fun with virtually every imaginable expense covered by the company.

Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.