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

The curiosity consultant

Sales and Marketing

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.”

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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.

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.

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.

More Trending

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.

4 new ways to engage your sales force

Sales and Marketing

Author: Tim Houlihan Is HR telling you your millennial sales reps don’t like their incentive plans? Are you really going to have a different incentive for the 26-year-old white female than the one for the 45-year-old Asian male?

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.

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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What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

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.

You don’t reward generations

Sales and Marketing

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.

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.

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.

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?

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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Applying the 4-Drive Model

Sales and Marketing

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

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.

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

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Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

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

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

Sales and Marketing

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.

#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 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.

Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

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

5 Simple Choices That the Best Sales Managers Make

Sales and Marketing

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.

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.

#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?

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

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.

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Applying the 4-Drive Model

Sales and Marketing

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.

The Problem With Dashboards/Metrics

Partners in Excellence

We all have our dashboards and key indicators. We assess performance base on dial, meters, red/green/yellow lights. We sit at our desks going through mind numbing screens measuring everything that’s going on.

5 Tips to a Clean, Profitable Sales Pipeline for Inside Sales Managers

Sales Hacker

This article takes you through 5 crucial tips to efficiently manage your sales pipeline. Before we jump right in, let’s define what a sales pipeline is. A sales pipeline is a systematic and visual representation of your sales process.

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.