Sat.Aug 19, 2017 - Fri.Aug 25, 2017

Video Is A Proven Winner for Sales and Marketing-Debate Over

Fill the Funnel

This past spring I told you that this was going to be the “Summer of Video” and that has been evident almost from the first week. Video is no longer an option for high performing companies focused on their online success and impression.

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Why CEOs Are Failing Account Based Sales Reps

No More Cold Calling

Are sales managers really at fault? Salespeople used to say “I carried a bag” to prove that we knew selling. We were the feet on the street—literally. You don’t hear that phrase very often anymore, but account based sales reps still carry a bag.

Trending Sources

BambooHR Makes the Switch to Velocify Pulse


BambooHR added Velocify Pulse® and Velocify Dial-IQ® to their sales stack in 2016, working alongside Salesforce and ActOn to empower SDRs in ways that were impossible with their previous inside sales solution.

Can Preventing Hiring Bias Benefit the Sales Hiring Process?

Understanding the Sales Force

Image Copyright iStock Images. Sometimes things which at first sound really good turn out to be not all that great. Take the recent eclipse for example - can you say overrated? Much ado about nothing?

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.

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Drive Revenue Growth Through Sales Execution

Sales Benchmark Index

Revenue generating executives perfectly blend strategy and execution. They first ask themselves, “Am I doing the right things?” And they answer this question by gaining a deep understanding of the corporate strategy, and the functional strategies.

Diversity In Sales – Your Obvious Advantage

The Pipeline

By Tibor Shanto – While we can talk about the style of leadership, I think most agree that one of the primary mandates of a sales leader, is to ensure that they equip their team with the best resources; be that IT resources or human resources.

How to Sell Better: Lesson 5 – Learn to Ask Questions Better

A Sales Guy

There is no debate that questions are at the core of selling. There isn’t a sales guru, training, blog or sales video channel that doesn’t espouse the importance of questions in managing a sale. That debate has been settled, so this lesson isn’t about asking questions, it’s about getting better at asking questions. If there is one thing I notice with salespeople when it comes to asking questions is this, THEY SUCK AT IT. Sorry, but you do. Yes, I said YOU!

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Your Success Starts with Great Prospects

The Sales Hunter

It’s time you quit thinking that your inability to close sales is the reason you’re not more successful. Yes, this can be a problem, but far more often I find the problem is at the top of the sales process and how you prospect. There’s a simple equation we can’t forget: Bad Prospects = Bad […]. Blog Prospecting coaching prospect prospecting prospects

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.

Grow Revenues With Customer Success

Sales Benchmark Index

Today’s topic is dedicated to growing revenues with Customer Success. Our guest is Natalie Fedie, a Vice President of Customer Success who knows how to proactively manage the customer life cycle to grow revenue. Natalie and I leverage the How.

Not Every Call You Make Is A Sale

Partners in Excellence

Recently, reading an article, I was struck by a sentence, “Not every call you make is a sale.” ” It leapt out of the page, somehow it seems obvious. Yet too often, it seems we behave just the opposite.

How to Sell Better: Lesson 3 – Learn THEIR Business

A Sales Guy

If I had the ability to fix corporate sales training and in particular new employee sales training, I would (for the record, I’m not talking about 3rd party sales training, I’m referring to the corporate training companies give to their new sales hires and salespeople). Most new employee sales training misses the mark and sets sales teams off in the wrong direction which many of them never return. The problem with most corporate sales training is it focuses on the product.

Time is Your Gift. It’s Your Job to Leverage It.

The Sales Hunter

We all have 24 hours in a day, and if that’s the case, why is it some people simply get far more done in a single 24-hour period than others over a span of multiple 24-hour periods. Time is a finite resource. In fact, it’s the only finite resource we have, which means our […]. Professional Selling Skills

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.

Catch Up vs. Leap Frog: The Truth About Best Practices

Sales Benchmark Index

Article Corporate Strategy SBI for Private Equity SBI for SMB 2018 planning b2b sales best practices emerging best practices growth faster than industry leap frog competitors leapfrog the competition revenue growth

Design Your Sales Calls For Success

Partners in Excellence

Some years ago, we did research on the effectiveness of sales calls and meetings. We focused primarily on meeting on qualified opportunities, not prospecting calls. The results were shocking, though not surprising. We found sales people tended to make 30-50% more calls than necessary to close.

How to Sell Better: Lesson 4 – Understand Their Motivation

A Sales Guy

Change is at the center of selling — period! No change, no sale. I’m on the record of saying this a thousand times. There will be no sale without a motivation to change. Therefore to understand selling and to sell better you have to understand your buyer’s motivation to change. People need a reason to move, to change and you need to know it. As a salesperson, if you want to sell better, get better at finding and understanding your buyer’s motives.

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Join Me at One of 2017’s Premier Sales Conferences

The Sales Hunter

In September, I will be speaking at one of this year’s premier conferences for sales leadership, sales enablement, and sales operations. I would like to personally extend an invitation for you to join me at the event for your special VIP treatment from yours truly! The Sales 3.0 Conference in Las Vegas will you with […]. Blog Professional Selling Skills Prospecting conference high-profit prospecting prospect sales

Account-Based Marketing: A Practical Guide

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

3 Reasons You Should Care About Your Marketing Strategy

Sales Benchmark Index

Article Marketing Strategy 2018 planning 2018 strategic plan 2018 strategy b2b marketing plan Chief Marketing Officer CMO marketing plan marketing strategy planning planning approach vp of marketing

Knowledge Is Power

Partners in Excellence

Knowledge is power—this has been acknowledged for years. Let’s assume that’s correct. Many people leap from this statement to saying, the customer has all the power in the buying process.

Objection Handling

The Pipeline

By Tibor Shanto – Proactive Prospecting Summer – Part 8. In this installment of the Proactive Prospecting Summer , we look at a crowd favorite, Objections.

The Power of Sales Stories

Anthony Cole Training

Guest Post by Mark Trinkle, President & CSO. Now that my daughter has reached her teens, our daughter-dad relationship has changed quite dramatically. Yes, I knew it was coming.

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.

Does Your Brand Inspire Action?

Sales Benchmark Index

Article Marketing Strategy b2b marketing b2b marketing plan brand brand messaging brand positioning Chief Marketing Officer CMO messaging vp of marketing

Not Everyone’s A Customer Or A Prospect!

Partners in Excellence

It might seem obvious to everyone reading the title of this post. Of course we know that not everyone is a prospect or a potential customer. One would never guess that is common knowledge based on emails and phone calls I receive. I reflect on the emails and calls, astounded, thinking, “Why do they possibly think I might be interested in a conversation or that I could even be a prospect for their solutions?”

B2B is Dead – Long Live B2P

DiscoverOrg Sales

B2B vs B2C vs B2P. The terms B2C (business-to-consumer) and B2B (business-to-business) are essential, elementary for a person beginning the journey into the professional world.

Sales Tips: When and How to Provide Pricing

Customer Centric Selling

Sales Tips: When and How to Provide Pricing. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Training Playbook by Lessonl

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

Sales Force Effectiveness: Increase Revenue Per Sales Head

Sales Benchmark Index

Joining us for today’s show is Sean Cataldo, a sales effectiveness leader who knows how to enable a sales force to hit the number. Today’s topic is sales enablement. Sean and I leverage the How to Make Your Number in 2018. Corporate Strategy Podcast Sales Strategy SBI for Private Equity SBI for SMB b2b sales enable Global Sales Force Effectiveness productivity revenue per sales head sales enablement sales force effectiveness sales leader sean cataldo

The Most Important Sales Question You’re Not Asking

The Sales Heretic

If you’re a regular reader of this blog (You are, right? RIGHT?), you know that I’m a big fan of questions. Because if you ask your prospect enough of the right questions, they’ll tell you everything you need to know to make the sale. Yet too many salespeople don’t ask anywhere near enough questions.

Need To Improve Sales? Invest In Your Sales Managers

Sales and Marketing

Author: Monika Götzmann When businesses need to improve sales, they are most likely to focus on salespeople and account managers, according to CSO Insights' 2016 Sales Enablement Optimization Study, with 94.3 percent of businesses making them a priority. In addition, the same study found sales training was the most popular sales enablement service. Certainly, your sales force may be one area to address, but in most organizations, frontline sales managers hold the most vital role.

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Why is Everyone Talking About Integration? Introducing Enhancements to Our CRM Application – Salesforce® Edition

DiscoverOrg Sales

Remember when the “sales tech stack” was just a CRM? It wasn’t long ago. Things have changed a lot in a decade. Today, the average organization has upwards of 20+ marketing and sales tools in their tech stack and many thousands more exist, all promising to boost ROI in their own way. But in the midst of all the change, the CRM has maintained and reinforced its central role.

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The Art of Social Selling -- Summarized by getAbstract

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