Sat.Feb 18, 2017 - Fri.Feb 24, 2017

What Awesome Sales Coaches Do Differently

Steven Rosen

Wouldn’t you love to have a team of awesome sales coaches? Sales coaching is the most important sales management activity for driving sales performance. Unfortunately, most managers haven’t been taught how to properly coach their staff.

21,000 People Agree That These are the Top 5 Traits of the Best Salespeople

Understanding the Sales Force

Image Copyright BeeBright. Readers are always referring me to articles that list top sales traits, that discuss what makes salespeople great, that name the most important selling skills, or that otherwise contradict the science-based findings and statistics that I share in my articles.

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What ‘A’ Players Want From You

Sales Benchmark Index

Losing an ‘A’ Player causes significant pain and disruption for you. As a VP of Sales, you pride yourself on taking care of your best. SBI’s annual research survey received insights from over 2,200 ‘A’ Player Sales Reps. They told us what.

To Engage or Not to Engage, that Is the LinkedIn Quandary

Increase Sales

LinkedIn for B2B professionals does matter. For the last few years I have been conducting my own private research and learned, at least for me, the top 5 reasons why people ask to be connected. #1 1 Engagement. The super majority of people (nearly 60%) send me invitations because I have engaged with them or with one of their connections. Since LinkedIn changed its groups policies, these engagements are overwhelmingly from update posts.

Battle of the Sales Strategies: ABM vs Traditional Sales

Understanding the following 5 core differences between traditional sales and ABM goes a long way in motivating, inspiring, and informing the often necessary shift to ABM.

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Always Remember Customer Service Is SALES!

Increase Sales

How many times do those in B2B or even B2C industries fail to understand customer service is sales. A new report just released by Astound Commerce through secret shoppers recognized seven retailers who excel in customer service through: Must have website. Visibility. Overall customer service.

Executive Sales Leader Briefing: Leadership is a Lifestyle Lived with Passion

The Sales Hunter

Leadership is the desire to succeed and the passion to serve. Leadership is not a job. It’s a lifestyle. Leadership is about making an impact on others. Leadership is not what you do in public, but rather what you think in private. Leadership without passion is management. Leadership is having the drive to achieve […]. Blog leadership Professional Selling Skills executive sales leader briefing leader sales leader sales leadership

How to Build Future Sales Leaders

Sales Benchmark Index

Article Corporate Strategy Sales Strategy build future leaders leadership sales leader bootbamp sales leadership sales leadership curriculum sales manager sales training curriculum sales training program

Make Buying Easier!

Partners in Excellence

As sales people, we want to make it easy for our customers to buy. We have endless amounts of data sheets, cases studies, presentations, and information about our products.

12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

Great Salespeople Make Selling Look Easy

Increase Sales

Ever wonder why so many people are venturing into being solo entrepreneurs or SMB owners? Beyond the obvious advantage of being your own boss, my sense is these folks have witnessed great salespeople who make selling look easy. Just hop over to LinkedIn and scan a few profile summaries.

Be Different By Being Creative

A Sales Guy

Creativity is critical in today’s world. It’s too easy to get sucked into fast follower mode. Winning today is about solving problems with creativity and innovative thinking and that doesn’t start with your first, second or third idea.

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Don’t Bring a Knife to a Gunfight – Match Your Sales Strategy to Revenue Growth Drivers

Sales Benchmark Index

How many times has sales missed revenue growth goals? More often than not, the root cause is a sales number that was set incorrectly. Corporate strategy is the main culprit. The sales team will consistently achieve success when your corporate.

Are You Chasing Leads or Customer Outcomes?

The Sales Hunter

We have to stop the nonsense of thinking a lead is a lead and start getting serious about the quality of the leads we get. I see far too much time spent by not only sales but also marketing at the top of the sales funnel, doing nothing but gathering leads that don’t go […]. Blog Professional Selling Skills Prospecting high-profit prospecting lead generation leads prospect prospecting sales leads

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

What Makes for a Great Sales Attitude?

Increase Sales

Noted sales expert Zig Ziglar said an “attitude is a habit of thought.” ” If we apply his definition to what makes a great sales attitude, the response will be various habits of thought.

Listening – the forgotten twin of sales success

Sales Training Connection

Listening in sales calls. While most salespeople have come to agree that asking questions is a key skill, many still underestimate the contribution of good listening to achieving top 
performance. It is the forgotten twin in the proposition – ask, listen and then talk.

Hit the Number with the Right Balance of Strategy and Execution

Sales Benchmark Index

It’s no coincidence growth executives in the top 22 percent of companies always make their number in a predictable, hassle-free way. They accomplish this by working on strategy and execution in unison. If you would like a hand, visit The.

Rejection In Your Face

The Pipeline

By Tibor Shanto – . In the late 1990’s or early part of the last decade, I remember reading a piece about a study in one of the Scandinavian countries, who were early adopters of text messaging, SMS.

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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.

When Catch-Up Time Becomes Ketch-Up Time

Increase Sales

Weekends for many have become catch-up time for all those weekly things you didn’t have time to finish stuff. Sound familiar? Yet how many times does this catch-up time becomes truly red much like ketchup. The emotions overtake logic. Hands go up in frustration and sometimes in despair. At the end of Sunday night you are exhausted and wondering where did the time go?

2 Ways to Coach Your Team More Effectively

Sell More and Work Less

You have a few top performers on your sales team. That means they don’t need to be coached, right? Wrong. Your top producing salespeople need to be coached just as much as your mid or bottom performing reps.

Bust These Sales Operations Myths

Sales Benchmark Index

Article Sales Strategy forecasting forecasting accuracy quota setting sales forecasting sales operations sales ops myths

Review - Heart and Sell by Shari Levitin

Score More Sales

There are a lot of sales books out there and it is SO easy to skim them quickly and summarize that they are like other books I read about selling every month. Books B2B

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Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

Sales Motivation Video: Are You Strategically Thinking or Tactically Responding?

The Sales Hunter

How do you spend your day? Strategically thinking or tactically responding? Top-performing salespeople and, for that matter, any successful person knows the value of being able to set their agenda when it comes to how they will spend their time. I watch too many average salespeople spend all day doing nothing but reacting tactically to […]. Blog Professional Selling Skills Sales Motivation sales motivation strategy

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What If Prospecting Were Cancer?

The Pipeline

By Tibor Shanto – . Not to be overly dramatic, but most people who find out they have caner or any terminal disease, will immediately seek a cure, take steps to change their lifestyle or habits to alter their fate.

Do You Have the Right Talent to Lead Your Transformation?

Sales Benchmark Index

Article Corporate Strategy c-level talent executive assessment executive talent onboarding c-level onboarding executive select executive talent talent assessment transformation

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Sales Tips: No More Excuses

Customer Centric Selling

Sales Tips: No More Excuses for Coming Up Short. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®. "I I could have won that business. If only I had a lower price.".

Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

5 Steps to Eliminate Stress, Pressure & Problems to Create Your Ideal Life

Keith Rosen

Do you ever find it difficult to get out of bed in the morning? It’s not just due to exhaustion. There are things you’re putting up with in your life and career that’s causing stress and costing you time, money and energy. And the irony is, we’re choosing to do so.

This Sales Skill Will Solve Your Problems

Sell More and Work Less

Want to accelerate your sales this year, but unsure which sales skill to make a priority and develop among your sales reps? If I had to choose one to suggest to you, it would be prospecting.

Prove Marketing’s Contribution with Undeniable Scientific Fact

Sales Benchmark Index

Today’s topic is how to make marketing scientific through a marketing operations department. Shift from art to science to prove marketing’s contribution to revenue with scientific fact. If you would like help with making marketing scientific, visit The Studio, SBI’s multimillion.

Sales Tips: Garbage In, Garbage Out

Customer Centric Selling

Sales Tips: Grading Opportunities - Garbage In, Garbage Out. By John Holland, Chief Content Officer, CustomerCentric Selling®. As computers proliferated, a new acronym was coined to summarize what was probably the biggest challenge to IT: GIGO (Garbage In - Garbage Out).

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Sales Training Playbook by Lessonl

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