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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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.

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 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.

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.

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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?

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.

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

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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Sales Training Playbook by Lessonl

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

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.

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

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

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®.

Learning Technology from WWII to Today – How Video Learning Is Transforming Skill Mastery

Speaker: Pat D'Amico, Founder and CEO, About-Face Development

Video learning is not new, but the marriage of video learning and today’s technology is transforming our ability to achieve skill mastery. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to organizational success.

The Critical Mistake that Sinks Sales Presentations | Sales Strategies

The Sales Leader

I’ve had many opportunities recently to sit in during sales meetings and presentations, and I have to be honest. Awful is the really the only word that comes to mind. I can’t help but think to myself “If this is how … Read More » Sales Tips

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

How to Generate Revenue from New Product Introduction

Sales Benchmark Index

Our show today demonstrates how to commercialize technical innovation. This show suggests ways to generate revenue from new product introductions.

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.

The Art of Social Selling -- Summarized by getAbstract

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

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.

Sales Motivation Video: The Big Opportunities You Capitalize On!

The Sales Hunter

Are you making the most of the big opportunities that come your way? Today I challenge you to get in the game and pay close attention to the opportunities around you. You have to be intentional, and when you are, you will realize that these opportunities are stepping stones toward success and sales motivation. Check […]. Blog Sales Motivation sales motivation success

A Success Story

Sales Benchmark Index

Article Corporate Strategy SBI for Private Equity SBI for SMB 2018 planning 2018 workbook b2b sales best practices emerging best practices growth faster than industry how to make your number revenue growth success story workbook

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.

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.

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

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.

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!

Successful Selling

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

Increase Win Rates with Competitor Battlecards

Sales Result

“Keep your friends close, keep your enemies closer” applies to your competition; to beat them, you need to know how they intrinsically function, their strengths and weaknesses, and how to position against them.

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

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

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.

From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Digital Transformation, Inc.

More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)