Sat.Sep 03, 2022 - Fri.Sep 09, 2022

Stop Losing Deals Due to Poor Presentations

Sales and Marketing Management

If your team's sales presentations follow the same tired formula that everyone else uses, you won't stand out, you won't be remembered, and you probably won't close enough deals. This eight-step presentation structure will solve that.

How to Prospect in Sales – It’s an A Priority

Anthony Cole Training

In analyzing those salespeople who are successful year after year, we find significant consistencies in prospecting behavior and practice management. These top sales producers adhere to “The ONLY "A" priority is prospecting” principle. Successful salespeople service accounts just like everyone else.


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Improving Sales Performance: Requests Usually Mask True Needs

The Center for Sales Strategy

Can you believe that a third of adults have distanced themselves from people because of a misunderstanding in text communication? Even with verbal communication, it's not hard to see how this could also be common in business. Simply put, communication is the foundation of successful sales.

Make The Leap from Good to Great

Steven Rosen

Make The Leap from Good to Great. Are you a good sales leader or a great sales leader? Do you want to make the leap from good to great? What makes a great sales leader?

6 Proven B2B Marketing Strategies and How to Use Them

Bold tactics. Innovative ideas. Thriving revenue growth. Behind every great B2B marketing campaign is an amazing story. Learn the strategies behind six winning B2B marketing campaigns — directly from the marketers that made them. Read the stories now!

Silence Can Play to Your Advantage

Selling Energy

In a previous blog I discussed two strategies (see “ Intonation and Silence ”) that when used effectively will impact the outcome of the conversation. The power of your question with a downward intonation is magnified greatly by silence afterwards.

More Trending

Rethinking Account Based Selling


Recently, I was speaking to the leadership team of a sales organization. They were struggling with getting their people to develop and execute their account plans. Account Growth Planning & Execution

How to Build Predictable Pipeline to Steady Your Course to Revenue (and hit your number)

Sales Hacker

60% of sales leaders are not confident that they’ll hit their revenue goals. With a global market more reactive and volatile than ever, this is an incredibly stressful environment for both your sales reps and your management team.

How Contracts Can Put The Wind In Everyone’s Sales

Predictable Revenue

Yoav Susz joins the Predictable Revenue podcast to discuss how contract management can shorten the outbound sales cycle and provide a better customer experience. The post How Contracts Can Put The Wind In Everyone’s Sales appeared first on Predictable Revenue.

A Look Behind the Curtain: Hiring the Best Salespeople (and the rules no one talks about)

Sales Hacker

Ever wonder what really happens behind the scenes of hiring salespeople (for a high-performing sales team)? It’s not as simple as it sounds. Most companies focus on the skills and experience they’re looking for but forget about culture fit and work ethic.

Best Practices for Pay Transparency Around Your Sales Reps

Speaker: Grayson Morris, CEO, Performio & Lisa Wallace, Co-Founder, Assemble

It's no secret that employees are leaving their jobs for greener pastures. Many are frustrated with their compensation and indicate this as a major driver of attrition. Learn how pay transparency around quota-bearing roles can help you retain and motivate your reps in this webinar!

Why We Don’t Say ‘NO’? Enough and Why Maybe We Should

Bernadette McClelland

‘I’m so sorry girls but I’m out!’ ’ No sooner than those words came out of my mouth I felt feelings of conflict. On one hand I was concerned about spoiling an experience for others and on the other hand I was concerned about my own health.

Found: A Great Article About How Important Salespeople Are

Understanding the Sales Force

Yesterday, although I wasn't looking for it, I found my laptop charger that I misplaced a few weeks ago. Today, I found a shirt I wasn't looking for. It was purchased in May, but I had forgotten about it.

Book notes: SPEAR Selling

Sales 2.0

I must admit to being a bit partial to the sales approaches laid out in Jamie Shanks’s book SPEAR Selling. Many of my thoughts on how to sell to major accounts show up on the pages of this book. Here’s a quick run through on a couple of the major elements of the book. Account Selection.

How Future Growth is Dependent on Your Current Fact Base

SBI Growth

Taking a focused approach to value creation in the upcoming months will be the strategy for companies looking to maintain and accelerate growth during uncertainty. Now is not the time to be agile; it’s a time for clarity among the chaos.

The Truth About Sales Agility: Separating Fact From Fiction

Speaker: Michelle Vazzana

In this rich, research-based session, Dr. Michelle Vazzana will explain both the powerful research findings on high-performing agile sellers and sales managers, and the interim steps organizations can take to ultimately transform their salesforce.

How Marketing and Sales Teams Work Hand in Hand to Succeed

Sales and Marketing Management

When sales and marketing teams align properly on virtual events, the sales cycle can be shortened and smarter decisions can be made about who to target, which can lead to positive revenue outcomes.

Latest Podcasts: Leadership 'It' Factors

Force Management

The best leadership requires a combination of skill and character. Last month's guests on the Revenue Builders podcast shared the qualities that they've found to separate the good leaders from the great.

How Many Integrations Do You Need?


When choosing a new CRM or other software for your company, you naturally want to know which of your systems it will integrate with. But sometimes choosing a platform based on available technology integrations can lead you astray.

Sales Training Games and Goals: 4 Steps to Successfully Motivate Retail Employees

Sales Hacker

When setting sales goals for your retail employees — or for any employee, really — there are usually two things to keep in mind: Those goals need to be realistic and clearly defined. But I urge you to think of a third aspect — motivation.

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

A Guide to Sales Prospecting

The Center for Sales Strategy

Over 13 million workers hold sales or sales-related positions in the United States. Any experienced sales professional knows that the key to generating leads is sales prospecting. In sales, it's crucial to focus on potential customers that are likely to buy your product.

Stress-Busting Tips: Before, During, And After Work For You

Smooth Sale

Photo by Geralt via Pixabay. Attract the Right Job Or Clientele: Stress-Busting Tips: Before, During, And After Work For You.

How to Get Meetings With Hard to Reach Prospects

Sales Gravy

Ever wondered how you can get the attention of that elusive prospect you've been chasing? You know the one. The big fish that is your ticket to President's club a huge commission check.

7 Steps to Maximize Your Renewal Success Rate

Sales Hacker

One of the oldest truisms in sales is that recruiting new clients costs more than retaining them ( five to 25 times more costly, depending on the industry). The recent news about inflation has all companies rightfully worried about their short-term financial prospects.

Your Ultimate Guide to the Trends Shaping Marketing Data

In Salesforce’s latest Marketing Intelligence Report, hear from 2,500+ global marketers on how they are leading with their data, from business growth to customer satisfaction, data privacy, and more. Get the report now!

How Companies Are Successfully Filling Their Talent Banks

The Center for Sales Strategy

Would you manage your people differently if you had your next Sales Superstar sitting on the bench, ready to jump in? What if you had a Talent Bank full of these talented people?

What is Consultative Selling, and How Can it Work for You?


Let’s be honest: Buyers prefer to purchase from companies that understand them and their needs. According to research by Salesforce, 84% of business buyers are more likely to make a purchase from sales reps who truly understand their goals.

The Storyteller's Secret

Selling Energy

While teaching I’ve noted that one of the most engaging ways to capture attention is simple: tell a story. It tells your prospect not only what you’re trying to do, but who you are.

Sales Leaders: Make Empowering Sales Coaching Your Growth Driver!?

Sandler Training

Investing in sales leader growth is one of the most impactful organizational investments. The post Sales Leaders: Make Empowering Sales Coaching Your Growth Driver!? appeared first on Sandler Training. Blog Posts Management & Leadership Coaching growth sales leadership

The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

Trust and Leadership with Charles Bernard

criteria for success

Happy Tuesday, Let's Talk Sales listeners! For this week's podcast, we are continuing our discussion on leadership and trust with Charles Bernard as our guest. Charles is the Founder and CEO of Criteria For Success!

The ROI of Losing: How to Rethink Loss in Sales

The Spiff Blog

For every successful deal, there are multiple lost opportunities that never see the light of day. Losses aren’t shared with the entire company and teams don’t rally in Slack channels to react to losses with flame emojis. Conversion rate benchmarks confirm this.

ROI 71

Reframing Renewable Energy

Selling Energy

I was walking past an Apple Store while exploring a neighborhood with my family. There wasn’t anything particularly unusual about seeing one; however, I did note a sign in the front window: “100% powered by renewable energy.”