Sat.Feb 11, 2017 - Fri.Feb 17, 2017

Plagiarism Goes Beyond Intellectual Dishonesty

Increase Sales

Yesterday a colleague, Mark Hunter , came across one of his articles being plagiarized by a fairly well connected LinkedIn member. He notified a group of other sales coaches, sales consultants and colleagues about this plagiarism.

10 Reasons Why Channel Partnerships Fail (and What to Do About It)

Sales Benchmark Index

Article Sales Strategy Channel Marketing channel optimization channel partners Channel Strategy channels Sales Channels selecting channel partners

Trending Sources

Getting sales rep onboarding right – it matters more than ever

Sales Training Connection

Onboarding new sales reps. Today a sales team must not only be able to sell a competitive advantage; they must be a competitive advantage. In most companies, it is increasingly difficult to sustain a competitive advantage by traditional means.

What Is the Most Effective of Account-Based Sales Strategies?

No More Cold Calling

Hint: It has nothing to do with digital. . At least 67 percent of the buying process is complete before buyers ever contact your company. Believe that, and your account-based sales strategies are doomed from the start.

Battle of the Sales Strategies: ABM vs Traditional Sales

Understanding the following 5 core differences between traditional sales and ABM goes a long way in motivating, inspiring, and informing the often necessary shift to ABM.

More Trending

Quick Fixes in Sales Often Ignore This Reality

Increase Sales

In sales many seek the quick fixes that range from sales training, incentives, hiring new sales managers, new salespeople or some motivational speaker. Yet in a few days to a few weeks, the sudden burst of sales productivity gradually returns to its pre-quick fix levels. The reality is 99.9% of all quick fixes ignore this reality. The reality is clarity or rather lack of clarity. In the story Alice in Wonderland , Alice approaches the Cheshire Cat sitting in a tree.

Why Measuring Success on Cost Per Lead is a Huge Mistake


In the search for the holy grail of marketing KPIs, we want ones that correctly emphasize ROI over lead cost, tie lead generation to overall revenue and profits, identify the most successful marketing initiatives and deliver insights that can be leveraged to run future high-return activity. Cost-per-lead is not the correct metric for measuring marketing initiative success for the following reasons: It incorrectly incents volume over quality. It incorrectly emphasizes cost over ROI value.

ROI 47

3 Reasons ‘C’ Players Must Go

Sales Benchmark Index

Article Sales Strategy SBI on Demand Talent Strategy sales talent talent assessment

Executive Sales Leader Briefing: Should Sales Leaders be Passionate or Rational?

The Sales Hunter

Do these two things — passionate and rational — even fit in the same sentence? I’ve had people say to be a leader of any type you can’t be passionate, because you’ll get your emotions tied into your decision-making process. The argument is you have to remain rational in how you think. The argument […]. Blog leadership executive sales leader briefing leader sales leadership

Sales 62

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.

What’s The Difference Between A Cold Call and Warm Call?

The Pipeline

By Tibor Shanto – . The simple answer is that one is scheduled, and the other is not. Some may add that in a warm call the recipient may be aware of the person calling and the reason for the call, usually in the form of a referral.

How Your Location Impacts Sales Success

HeavyHitter Sales

  This Steve W. Martin Sales Research Article Originally Appeared in the Harvard Business Review.   Does your location influence your sales success? And, which area of the country enjoys the most success? In this article, we examine the impact geographic location has on sales success. 

Quota 39

Quota Attainment: The Panic-Euphoria Continuum

Sales Benchmark Index

Article Sales Strategy quota attainment quota panic quota setting sales quota

Quota 46

7 Insights that will Improve Your Presentation Close Rate

Performance Sales and Training

New York Yankee Mariano Rivera “The Closer” This may sound funny coming from a presentation trainer, but the most effective way to improve your presentation close rate doesn’t happen during your presentation. It takes place before your preparation.

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.

Prescription Without Diagnosis Is Malpractice

Increase Sales

One of my colleagues, George Richardson , shared this quote by a Dr. Nancy Synderman “Prescription without diagnosis is malpractice” with me nearly 20 years ago. These words are so true especially for those in any professional role including salespeople, executive coaches, consultants, leadership and management.

Customers Should Care About Your Profitability!

Partners in Excellence

Too often, we succumb to price pressure–even worse, we lead with price, making pricing the center of focus of our sales efforts, then being forced to discount to “win” the business.

3 Things You Must Do Before Your Product Launch

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy Product Strategy Sales Strategy New Product Launch Product Launch

Never Let A Good Plan Get In The Way Of Success!

The Pipeline

By Tibor Shanto – . In some sports and other skills based endeavours, for example figure skating, you can score points for artistic merit, and you also get scored on execution.

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 Will You Respond To A Prospect Who Asks About Price?

Paul Cherry's Top Sales Techniques

When you’re a salesperson, there’s nothing like the feeling when your inbound line rings. When prospects call you, they’re actively seeking you out, which means they have a pre-established interest in the goods or services you sell.

Value Proposition, “What Might You Be Doing Instead?”

Partners in Excellence

We can learn a lot about value propositions by looking at the vast new array of personal services available through the web. For example, I have a Virtual Assistant. This person spends a few hours a week doing things I used to do. They are a lot of the administrative tasks that used to take some of my time. I’m paying this person to do these things, but what she does frees up time for me to invest in things that are more important.

How to Get Sales to Use Your Marketing Content

Sales Benchmark Index

Article Marketing Strategy product marketing sales adoption sales enablement

Handling Objections like a Pro | Sales Tips

Sell More and Work Less

One thing that I’ve noticed recently is that sellers aren’t always good at is learning how to pivot. During the qualification stage, we get thrown for a loop sometimes.

Account-Based Marketing: A Practical Guide

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

Sales Motivation Video: Creating Distinction with the Value You Bring

The Sales Hunter

What’s the long-term value you bring to others? What’s the impact you make? To be successful means we’re making an impact on others. To be successful, we have to have that point of distinction that allows the value we bring to others to truly stand out. Being known by your customers as nothing more than […]. Blog Professional Selling Skills Sales Motivation sales motivation

Sales 45

We Can Do It!

Inside Sales Training

Once you realize that you CAN do nearly anything anyone else is doing, and that you can succeed at a very high level doing it if you choose to make it a priority and decide to invest the time and effort to do so, your world of possibility opens up for you.

Sales 28

Select the Right Markets to Unleash Revenue Growth Opportunities

Sales Benchmark Index

Is your industry growing faster than you? Are your competitors enjoying higher revenue growth rates than yours? Have your existing target markets matured, causing growth to stagnate? If the answer to any of these questions is yes, it’s time to.

Why Sales Coaching is to Growing Like Low & Slow is to Tasty BBQ

Anthony Cole Training

It’s this simple: If you want great barbeque ribs, brisket or chicken, the key is low temperature and slow cooking. Having said that, if you want maximum flavor and tenderness, make sure you sear or char the meat first, then go low and slow. This is an undeniable truth.

Sales 28

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.

Why Do We Sell?

Partners in Excellence

Some may be wondering about the “existential” nature of this title. Some may be thinking, “Well, that’s stupid Dave, it’s our job.” ” Others might say, “I’m money motivated and it’s a way I can make a lot of money!”

Sales 28

#heykeenan Take 29, The Patriots, Mentors, and Selling a New Product

A Sales Guy

It’s been awhile, but #heykeenan is back. In this episode, I talk about the Patriots, Red Bull, mentoring and how to sell a product that impacts someone’s every day. I go a little bit of a rant in this one. I get this sales question too much, and it’s killing the industry of sales.

Drive Revenue Growth by Connecting Corporate Marketing with the Field

Sales Benchmark Index

Article Marketing Strategy Sales Strategy B2b Field Marketing Field Marketing Field Marketing Organization

Sales is Not B2B or B2C. It Is Always 1to1.

The Sales Hunter

What does your sales funnel look like? Regardless of whether you’re in B2B or B2C, we can’t lose sight that the sale is not made until it’s 1to1 — one person connecting with one person. Only when we get to the one-to-one conversation will we be in a situation to understand what the customer is […]. Blog Professional Selling Skills Prospecting customer high-profit prospecting prospect prospecting sales prospecting

B2C 36

Sales Training Playbook by Lessonl

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