Sat.Jul 15, 2017 - Fri.Jul 21, 2017

Sales: never give up if you want a mammoth deal


The sales pitch is made. The value proposition is articulated in impressive fashion. The client’s objections are addressed. The story is compelling – savings are available with amazing value being offered. The client has given many positive signals that they are interested in the deal.

What the Top 1% of Sales Reps Do Differently

Fill the Funnel

For top-performing reps, it isn’t the resources they’re given that determines their success — it’s their resourcefulness. But who would choose a Hyundai over a Ferrari? We don’t love to admit it, but powerful sales tools can increase our chances success.

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5 Ways Sales Leaders Can Do More With Less

Sales Benchmark Index

Article Sales Strategy more with less sales leader

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Grammar - Why Commas Provide Sales Success Where Periods Fail

Understanding the Sales Force

Image Copyright Eerik. You've heard it all before - but not quite this way. The one thing you need in order to have a successful sales force is CRM. The one thing you need in order to have a successful sales force is a powerful Inbound initiative.

Sales Training Playbook by Lessonl

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

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Focus and the Role of Reflective Thinking

The Productivity Pro

When doing productive work and making effective decisions, total focus is crucial.

How to use influencer marketing to improve your sales


Are you using social media influencers to help improve your sales? As one of the biggest buzzwords in marketing of the past couple of years, influencer marketing is booming right now. Marketers are using it to reach larger audiences, to improve brand awareness, get more traffic and to boost sales.

How Do I Make Sure I Hire Someone Who Has Excellent Sales Skills?

Anthony Cole Training

8 Reasons Why Hiring Elite Salespeople is Difficult

Sales 72

How to Connect Your Product Road Map to Your Sales Plan

Sales Benchmark Index

Article Product Strategy Sales Strategy interlock product road map sales and product interlock sales leader sales strategy

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

3 Kinds of Complexities That Every Entrepreneur Should Be Ready For And How to Deal with them

Mukesh Gupta

Are you using content properly in your digital sales process? Hint: Most Aren’t!


Social media is now a recognized additive to almost every forward thinking organization’s sales force. In the B2B space the top 3 networks used during the sales process are LinkedIn, Twitter and Facebook.

Closing by Using Micro-Commitments

The Sales Hunter

One of the best ways to keep a sale moving forward is by using the micro-commitment strategy. The approach is simple to use and very effective for those who are dealing with a customer who is hard to engage and hard to move forward. The micro-commitment strategy is built around finding ways to gain the […]. Blog Closing a Sale Professional Selling Skills Prospecting closes closing a sale closing strategies prospecting sales strategies

Should Customer Success Managers Carry a Quota?

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy Product Strategy Sales Strategy build a customer success team csm customer success customer success manager Customer Success Manager hiring profile hiring profile Marketing marketing strategy

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Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

Practice Relentless Curiosity to Develop Yourself Professionally

Babette Ten Haken

Relentless curiosity seems to be completely innate behavior that is hardwired into how certain employees think, act and perform. Yet relentless curiosity is completely missing in how other employees behave in the workplace. Why is that? First, let’s define what I call “relentless curiosity.”.

Insights from New Research Uncover Opportunities for Sales Success


Year after year the selling environment gets more challenging and more competitive. Richardson’s Selling Challenges research tracks the latest trends and identifies opportunities for building stronger connections with buyers in the new selling reality. Stop Tasking and Start Selling.

#1 Way to Stop Discounting Your Price

The Sales Hunter

Last week I wrote about the issue of discounting, and needless to say it generated a major amount of conversation all over social media and in emails and phone calls to me. A few people pushed back on my thinking. I’m fine with that, as I know what I say won’t always resonate with everyone. […]. Blog pricing Professional Selling Skills discount discounting price sales

Bad Customer Service Should Not Be a Sales Objection

Increase Sales

Selling in today’s world has many challenges. Bad customer service should not be one of them. Top sales performers know how to overcome a sales objection. Yet when that sales objection is something beyond their control such as customer service, delivery by another vendor to invoicing, earning the sale becomes even more difficult. Real Time Bad Customer Service. Recent events on social media have shown the impact of real time customer experience.

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

Will You Win in Head to Head Competition?

Sales Benchmark Index

Article Corporate Strategy b2b sales competition head to head competition strategic alignment

Why Many Salespeople Fail as Sales Managers


A common complaint in company leadership is that when a salesperson is promoted to sales manager, they aren’t the major success that management expected they would be. They seem to have lost a fantastic sales rep and gained a mediocre manager.

Sellers: Win By Getting to "No"

Score More Sales

In selling, we've been trained that getting potential customers and clients to say "yes" is the most important part of negotiation. It's time to rethink that strategy. B2B sales strategy

Executive Sales Leader Briefing: The Impact of the Culture You Create

The Sales Hunter

People say to me, “If culture is so important, then why can’t it be measured?” ” My response is you can measure culture. Culture is measured in both your top-line sales and your bottom-line profit. Check out this 29-second video as I share thoughts on this issue: Not only does culture matter to you and […]. Blog leadership Professional Selling Skills culture executive sales leader briefing leader sales

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How Digital Dependence Derails Account Based Selling Teams

No More Cold Calling

Twenty years ago, I would have told you referrals couldn’t possibly be more important for account based sales development. I was wrong. Today, they’re even more important—and more powerful—than they were back then. Too many account based selling teams over-rely on technology to reach their prospects.

Off the Cuff: The Real Sustainable Sales Result


Adrian Davis. Off the Cuff Interview Question: “What does a real sustainable sales result (outcome) look like?”. Sales has changed in the last 10 years and promises to undergo even greater change in the coming decade.

Guaranteed Rate Rises to the Top with Velocify


We recently caught up with long-time client, Guaranteed Rate, to chat about their challenges and successes over the past decade and how Velocify has helped them rise to the top in an ever-evolving mortgage market.

Marketing Campaign Planning to Capture Attention

Sales Benchmark Index

Today’s guest is rare marketing leader with 20+ years of B2B marketing leadership experience who can demonstrate a masterful blend of strategy and tactics for campaign planning. As marketing shifts from art to science, marketing leaders with an engineering background.

The Missing Link In Sales Performance

Partners in Excellence

Every sales executive is constantly struggling to improve the performance of their organizations. The data on percent of sales people achieving their goals, percent of companies making plan, and so forth is appalling.

What could Tiffany’s Do?

Mukesh Gupta

Premise: Last week the Wall St. Journal featured a story on Tiffany & Co’ s “midlife crisis.” The piece highlighted the jewellery brand’s struggle to regain its “cool” and improve recently tepid sales and profits. A few days later they announced the hiring of a new CEO.

Are You Forgetting Sales Leadership Is Situational?

Increase Sales

How many times have we read or heard about leadership being situational? If any type of leadership is truly situational, it is sales leadership. Leadership is first about leading yourself or self-leadership. From your own leadership efforts you secure your desired results. Peter Drucker said “Leadership is all about results.” ” In sales, results do matter. For without the ability to increase sales, those in sales would be quickly unemployed.

How to Fill the Funnel with Real Sales Opportunities

Sales Benchmark Index

Podcast Sales Strategy SBI for SMB b2b sales ceo chief executive officer dialer discoverorg prospecting prospecting methodology sales prospecting sales prospecting funnel SDR

What Is The Role Of Sales Enablement?

Partners in Excellence

I always hate to start a post with a disclaimer or an apology. This post may seem like I’m bashing the sales enablement function and sales enablement professionals. Taken in its most broad context, it’s a critical function. Sales enablement professionals have a tough and important job.

Practical AI puts Theory into Play for Business and Industry

Babette Ten Haken

Practical AI (artificial intelligence) is what happens when the training wheels come off of data science theory. Then, an AI algorithm is applied to a practical situation to solve problems.