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

30 Things I Learned Making 3,000 Cold Calls in 30 Days


When it comes to building a business, there is a huge difference between being an expert and being an entrepreneur. Experts come up with great ideas, products, and solutions, and that’s fantastic, but entrepreneur know how to make a sale, and without sales, you have no business.

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

Post Sale Complexity, Uncertainty and Customer Retention

Babette Ten Haken

The post sale complexity in your organization is a real customer retention killer. Post sale complexity often overwhelms new and existing customers. There are a lot of moving parts in any implementation project. When things go smoothly, as promised, clients continue their relationship with you.

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?

Account-Based Marketing: A Practical Guide

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

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Big Prospecting Mistake Too Many People Make

The Sales Hunter

If you’re like me, you grew up with parents who drilled into you the art of being courteous to others, especially with regard to introductions. Challenge is when it comes to prospecting, the courtesy taught to us as a child can work against us very quickly. Put yourself in the shoes of a prospect receiving […]. Blog Prospecting high-profit prospecting prospect prospecting

Are you using Win Themes™ to Increase your Close Ratios?


Have You Heard the Secret? There’s a secret in sales that you need to know. A secret so straightforward, yet so potent and up till now surprisingly little understood. Chances are your competitors don’t know it. I’m talking about ‘Win Themes™.

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.

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.

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.

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

Off the Cuff: Most Common Mistake in Sales Presentations


Patricia Fripp. Off-The-Cuff Interview Question: “What would you say is the biggest common mistake you have seen when it comes to sales presentations?”. Not rehearsing. For example, a client’s team spent a year getting into position to deliver a one hour formal presentation.

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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.

The Ambiguity of Professional Shape Shifting

Babette Ten Haken

Professional shape shifting impacts your own professional trustworthiness, credibility and value. Yes, it’s that serious. Depending on where we all sit around the business table, we “see” the same things differently.

Sales Training Playbook by Lessonl

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

How to Measure Social Selling to Improve ROI

Modern B2B Sales

Social selling can be described as the art of connecting with sales prospects and building meaningful relationships with them, typically through your brand’s chosen social media platforms, to position your business at the forefront of their mind.

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What Is the Quickest Way to Achieve Sales Quota?


Believe it or not, the achievement of a sales quota is simpler than you may think.

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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

The Good, Bad and Ugly of Workplace Collaboration Bias

Babette Ten Haken

Workplace collaboration bias is alive and well in our organizations. HR departments struggle keeping employees engaged, happy, complaint and, well, not behaving badly. However, before we go to work each day, we read or hear information that we are not very sure is factual.

The Art of Social Selling -- Summarized by getAbstract

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

Becoming a Productivity Lark: Six Ways to Effectively Deal with Night Owl Tendencies

The Productivity Pro

“Night is purer than day; it is better for thinking and loving and dreaming. At night everything is more intense, more true. The echo of words that have been spoken during the day takes on a new and deeper meaning.” – Elie Wiesel, American political activist and writer.

Sales Secrets: How to Get the Customer to Keep Buying


The “long dollar” is the most valuable prize coveted by sales; it’s a dollar that keeps on giving to the sales person and to the organization.

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Passion Must Show

Score More Sales

Passion, focus and enthusiasm for what you do as a professional seller are important keys to success. Think of someone you met or saw recently who has a passion for life and a fervor for their career. They are not your everyday colleague, right? They do what they love. Instead of starting to talk about something negative, they talk about the business they will develop today - the people they will impact - and the things they will learn. Sales Ideas & Skills B2B

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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.

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.

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

What IS good sales training?


Aberdeen tells us that 85% of the “Best in Class” companies use a professional sales trainer or curriculum. Ready to shop (or make an internal request)? Lauren Bailey gives you five tips of what to look for to make sure you get the best.

Why You Need Goals

The Sales Blog

I like disciplines, things you do forever because they produce some result that you want that isn’t really a goal. Running a marathon is a goal, but having the energy to live the life you want requires a discipline that doesn’t have a finish line.

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

Successful Selling

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

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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Dramatically Improve your Sales Role-Play with these 5 Directing Tips


Sales role-play can be an extremely valuable tool for helping reps internalize product knowledge and adopt new skills – when it’s done well. Too often however sales role-play is merely an awkward, high-pressured test of a rep’s ability to regurgitate back what they think is expected of them.

Prospecting: What You Need to Know Now

The Sales Blog

You have to do it: You have to create opportunities. If you are in sales, you are responsible for creating new opportunities, and that requires prospecting. There is no way around it.

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