Sat.Apr 14, 2018 - Fri.Apr 20, 2018

The Only Question You Have To Answer

The Pipeline

By Tibor Shanto. Usually, with a teaser title like this, I would build the argument then the conclusion. Let me start by giving the question first, probably lose half of you, but I hope to hear from the rest of you and have a dialogue about how you may apply it. Here we go: With one exception, for many rare, there is only one question you have to answer as a seller. There is a second, but it doesn’t matter if you can’t get past the first. Will I Get Fired? Will I save?

Our Customers Are Doing Their Homework

Partners in Excellence

Every three years, I go through the same cycle. My car lease comes to an end. Every three years, the same thing happens; about 6 months before the lease end, the dealer(s) start to contact me.

3 Ways To Become Indispensable To Your Customer

MTD Sales Training

When we ask buyers what makes them purchase from particular suppliers, the answers can range from great prices to great value to great people and many others. But some reasons always seem to float to the top of the list, and when you see them they appear common sense. Unfortunately, the sense needed for this isn’t that common. So, here I list just three ways that would make you indispensable to your clients, meaning they really value your services and wouldn’t want to work without you.

5 Metrics for Top Performing Sales Leaders

Sales Benchmark Index

Sales Leaders need to have their finger on the pulse at all times. They must know whether the team is on track, or not, to hit the yearly goal. Top performing Sales Leaders are always on top of this.

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Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Who Owns the Pipeline, Marketing or Sales?


Traditionally few would contest who owns the pipeline in any organization. It’s referred to as the sales pipeline and it’s owned by sales people, right? But is this still true? With the advent of new marketing automation capabilities, AI apps and other technology, marketing is inserting itself deeper in the pipeline at almost every level. I recently talked to Dan McDade with PointClear as part of a series on SLMA Radio that I’m hosting that deals with the issue of pipeline ownership.

How to Recruit and Retain an All-Star Sales Team

The Center for Sales Strategy

The Tour of Duty Framework. There are so many young people out there with innate talent and tremendous potential… but zero sales experience. hiring salespeople sales management Talent training sales training

More Trending

New Data Reveals Why Veteran Salespeople Are Not Better Than New Salespeople

Understanding the Sales Force

I mined Objective Management Group (OMG) data and compared salespeople who have been with their company for 10 years or more, with salespeople who have been with their company for five years or less. Theoretically, the veteran salespeople should be better and stronger in every way. But are they?

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How to Harness the Power of Business Referrals

No More Cold Calling

It’s time to get serious about business referrals. In spite of numerous misconceptions and poor implementation, referrals in business are where the power is. But the first step to harnessing this power is understanding just what referral selling is and how it feeds your sales machine.

5 Prospecting Steps To Fill your Pipeline with Gold

Sales Benchmark Index

The number one reason a sales rep fails is an empty pipeline. The root cause of an empty pipeline is failure to prospect. Having a Prospecting Plan fills your pipeline and identifies the right prospects to engage. So how do.

When It Rains It Pours

John Barrows

Have you ever noticed that when things are going well they tend to keep getting better and when they’re going bad they tend to keep getting worse? We’ve all had those days when nothing seems to go right.

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.

Coaching for Sales Success

Anthony Cole Training

We spend a great deal of time with our clients teaching and coaching them about how to drive sales growth. The process for them is rarely easy. The reason(s) being: Sales Growth coaching salespeople

4 Steps to Motivate an Underachieving Salesperson

Sales and Marketing Management

Author: Jen Wagstaff More than 10 years spent working in sales training have taught me to understand and turn around salespeople who are struggling. Here are four steps I’ve found most effective to re-motivate a salesperson who’s falling behind. Start positive – identify their strengths. If you’re a manager in charge of one person, or a team of salespeople who aren’t pulling their weight, the pressure to offer a solution can be intense.

Overcoming Sales Objections Is Easier When You’re on the Offensive


Let’s talk baseball. When you're playing offense, you're in a much better position to score. It's true in sports -- and in sales -- that the best defense is a good offense. If overcoming sales objections is a challenge for you, it may be because you're trying to score from a defensive position. It’s impossible to score when you’re in the outfield. overcoming objections SSSL

How to Create a Sales Territory Plan with a Buyer-Centric Approach

DiscoverOrg Sales

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: new customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. But don’t forget about your sales territory plan.

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.

How Do Extraordinary Financial Planners Close the #Salesgrowthopportunity Gap?

Anthony Cole Training

What prompted this article was a post from Jeff Ferraris, a program manager for CUSO Financial Services in Austin,Texas.

Why Awesome Salespeople Fail to Sell Themselves

Sales and Marketing Management

Author: Kostas Chiotis While it might not be a secret, the fact is you need to sell yourself if you want to land that dream job. It doesn’t matter if that position is a sales position with a high-growth company – one that comes with a great package and a company car – or if you are seeking a way to break out of safe harbor job that you can no longer endure.

Revenue Growth Fast Frame – Evaluating a Potential M&A Target

Sales Benchmark Index

Welcome to the Revenue Growth Fast Frame of the Week. Gary Schwake, Vice President Business Development at ACTIVE Network provides insight into evaluating a potential M&A target — What are the top criteria to review when evaluating the revenue growth capabilities. Corporate Strategy Video acquisition criteria fast frame M&A selection criteria

27 Powerful Email Closing Lines That'll Intrigue Prospects & Prompt Responses

Hubspot Sales

Email Closing Lines. I've got a great checklist on [insert topic]. Want me to send it your way?". "Is Is it currently a priority to improve [insert business goal]?". Did the ebook you downloaded change the way you think about [insert topic]?". "I I love ramen as well.

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.

A funny thing happened to me on the way to a sale!

Jeffrey Gitomer

Every high school has one weirdo – total nerdy type – you know what I mean. At Haddonfield Memorial High we had a kid who carried his books in a box. Presentation Skills

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How to Finally Align Sales and Marketing to Nab Great Leads

Sales and Marketing Management

Author: Matt Sunshine Sales and marketing belong on the same side of the negotiating table. So why do they often find themselves staring bitterly across it? Not surprisingly, miscommunication. On one hand, you have the marketer with his definition of a lead. He sees his function as doing everything it takes to drive a target audience into his arms. Then, he can claim to sales, “See what I brought you?”. That brings us to the other hand: the sales pro.

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Reasons Your Prospect Buys, Ways To Improve Your Listening & Simon Sinek on the Power of Why

MTD Sales Training

Episode 12 – Reasons Your Prospect Buys, Ways To Improve Your Listening & Simon Sinek on the Power of Why. This podcast includes: The only reasons your prospects buys. 10 ways you can improve your listening skills. Simon Sinek on the Power of Why. The post Reasons Your Prospect Buys, Ways To Improve Your Listening & Simon Sinek on the Power of Why appeared first on MTD Sales Training.

The 15-Second Intro That'll Make Your Sales Conversations 10X More Successful

Hubspot Sales

Up-Front Contract Example. Appreciation and Time) [Prospect name], thanks for agreeing to meet today. Can I take three minutes …. Agenda) … to give you some recommendations on [improving X] at [prospect’s company]? And then, iIf you have no further interest …. Outcomes).

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.

3 Ways to Shorten Onboarding Time for New Sales Reps

Smart Selling Tools

As a sales leader, onboarding new hires quickly should be a top priority. When your sales ramp rate is poor, it’s a huge drain on resources that can prevent you from hitting annual targets. It costs your company time and money that it could put toward new hires and increased sales.

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Your best prospects are your present customers.

Jeffrey Gitomer

Looking for new prospects? Who isn't! You probably have hundreds you're not paying attention to. your present customers. Leadership Repeat sales

5 Things That KILL The Sale, Building Rapport & A Quote From Jim Catchcart

MTD Sales Training

Episode 11 – 5 Things That KILL The Sale, Building Rapport & A Quote From Jim Catchcart. This podcast includes: The things you do that can kill the sale. How to build rapport with your prospects. An inspire me quote from Jim Catchcart. The post 5 Things That KILL The Sale, Building Rapport & A Quote From Jim Catchcart appeared first on MTD Sales Training.

Buyer 100

25 Exhilarating Quotes by Great Female Leaders

Hubspot Sales

Tired of opening motivational quotes blog posts only to find little to no female representation? Me too. The business world is full of strong women who’ve shown up, done the work, and inspired us all.

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?

Sales Motivation Video: Motivation and the Power of One

The Sales Hunter

What are you allowing to get in the way of what you can accomplish? I suspect you are distracted and going in too many directions. Embrace instead the power of one. The power of you connecting with one person at a time can be revolutionary to your sales motivation.

5 of the Most Poisonous Mindsets Killing Your Sales Performance

Jeff Shore

Amy O’Connor . As a sales coach, consultant and trainer, much of what clients pay me for or expect of me is to teach their sales teams sales techniques: how to ask discovery questions, how to close buyers, how to create urgency, etc.

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How Video Prospecting Can Boost Your Reply Rates


A common scenario in this day and age: it’s way past time for bed, but you have to check your phone one more time. A few hours later, you find yourself watching yet another recipe video that you will never attempt. And oh, look at that cute dog footage.

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The 3-Step Process I Use to Get a 40% Email Response Rate

Hubspot Sales

In sales, there is something better than the freebies you get at every event: Warm introductions. If you ask any C-level executive or above, they are 10 times more likely to respond to your email or phone call if you have been referred by a person they like, trust, or respect.

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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.