Sat.Mar 24, 2018 - Fri.Mar 30, 2018

Diagnosing Your Sales Productivity Issue

Sales Benchmark Index

In this line of work, I run into many turtles on fence posts. If you have never heard the expression, it refers to a management fable that goes like this: When you walk down the road and see a turtle.

Use Continuous Forecasting to Improve Your Chances of Hitting Targets

Smart Selling Tools

Forecasting is an evidence-based process that weights all the available evidence. The role of the forecast is to show what is probable and realistic, and it should confirm that set targets are achievable.

Why People Hate Cold Calling – And What to Do About It

Inside Sales Training

The words “cold calling” still make sales people sweat. I was on the phone with a client just a moment ago, while writing this, and he told me the biggest problem with his sales team is call reluctance. When I asked him why they won’t make more calls, he said they hated being rejected.

How Effective is Your Prospecting? 10+ Questions to Ask Yourself.

The Sales Hunter

The number of salespeople and companies that share with me how they do not feel their prospecting plan works always amazes me. Then again, I have to admit I am continually assessing my own prospecting plan to determine its effectiveness, too. If we’re not prospecting effectively, then how do we expect to be able to […]. Blog Professional Selling Skills Prospecting customer lead leads prospect prospecting sales prospecting

An Inside Look Into Sales Development Practices in 2018

A peek into the experience and learning of a sales development representative for a first-hand understanding. An organization can benefit from these insights and improvise the working of the sales team accordingly for the new market.

More Trending

Value Based Selling: 7 Powerful Actions You Must Take to Offer Genuine Value

Sales Hacker

This article dives into 7 examples of how to offer genuine value in B2B sales prospecting. In the video below, I summarize what these 7 examples of value based selling are, but if you’d rather barrel through, keep scrolling! OK, truth time.

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Is Your Sales Compensation Plan Aligned to Your Corporate Objectives?

Sales Benchmark Index

A new sales comp plan should seek to (a) attract and retain top sales talent, (b) motivate productive sales activity, and (c) remain within budget. One requirement of comp plans that is too often overlooked, however, is establishing and maintaining.

Sales Motivation Video: Set a Monday Goal You Can Accomplish

The Sales Hunter

Start your profits NOW! Don’t wait until Wednesday or Thursday to get moving on closing sales. Set even a small sales objective TODAY, because momentum creates momentum. If you can start the week already moving toward your first close, then you are well on your way to building more momentum and sales motivation. Want […]. Blog Professional Selling Skills Sales Motivation motivation sales sales motivation

The Missing Link in Your Lead Generation Process [March Referral Selling Insights]

No More Cold Calling

One quarter down, only three to go. I’m pretty sure you don’t need me to remind you it’s the end of the quarter, but I’m doing it anyway. If you hope to meet quota by year-end, your most important task is quality lead generation, which requires a quality lead generation process. Of course, pipeline-building is a daily priority, year-round.

What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

How To Approach Sales Coaching Like a Pro {Part 2 of 5} — the Right Use of Sales Data

Sales Hacker

This is part 2 of a 5-part series to help you develop the right approach to sales coaching. While part 1 focused building the right coaching mentality , this article covers how you can take a data driven sales coaching approach. . Using Data to Inspire Commitment.

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The Sales Leader’s Journey from Public to Private

Sales Benchmark Index

Our guest on SBI TV is Paula Shannon, the Chief Sales Officer at Lionbridge. Paula shares her journey going from a publicly traded company, as a chief sales officer, to a company owned by a private equity firm. She discusses.

Success Does Not Use a Timeline

The Sales Hunter

At 34,000 feet over the Pacific, on my way to Hong Kong, I did something I rarely do — I watched a movie. I found myself immersed in the movie “Darkest Hour,” the story of Winston Churchill during World War II. The movie shows truly a dark period of time for the United Kingdom. The […]. Blog leadership Professional Selling Skills leaders

S.A.S.S (Stupid Ass Sales Strategies)

The Sales Leader

It’s been a long time since I was perturbed about a sales practice. That changed last week at Saks Fifth Avenue with Georgio Armani cosmetics. Congratulations to the brand for forever tarnishing themselves in my mind. Aggressive and subversive sales tactics never work.

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

4 Ways for Salespeople to Gain Respect

The Center for Sales Strategy

It's not hard, trust me. So few people do these simple things, but doing them makes you stand out and earn the respect you deserve.

Why These Noticeable Details Will Lead You To Greater Success

Bernadette McClelland

We’ve more than likely had people in our lives offer us advice or have given feedback that sticks in our mind. Possibly because it was repeated enough times that we had no choice but to remember it, or probably because there was an element of truth behind the message.

5 Stories Every Salesperson Should be Prepared to Tell

Performance Sales and Training

Stories are a powerful selling tool, but rarely is one story right for every situation or customer. To be successful in a dynamic marketplace, there are 5 types of stories every salesperson should be prepared to tell in a pitch or presentation.

How We Drastically Reduced Unsubscribes with This ONE Email Campaign

Sales Hacker

Despite all of the buzz and impressive stats around video marketing , are you still a non-believer? What if I told you my marketing team salvaged 1.9% of our email unsubscribers, and ultimately drove an extra $44K in revenue, by making a thirty-second video?

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

Sales Turnover is Hurting Your Growth

The Sales Leader

Turnover, specifically sales rep turnover hurts your business. How do I know this? I’ve worked with clients who have suffered some devastating losses because of sales rep turnover.

How Your Professional Bandwidth becomes more Valuable to Clients

Babette Ten Haken

You have a professional bandwidth. Did you realize that? What is its breadth and depth? Amplitude and frequency? The electronics definition of bandwidth is defined as the range of frequencies of a given band used for transmitting a signal.

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Good News for Sugar On-Premise Customers, a lot of Cool Stuff is Coming your Way


You may recall that we adjusted the product release process for Sugar, our core Relationship Management offering last year. Beginning with the Fall ‘17 release, we moved to a quarterly delivery schedule for our cloud customers. Correspondingly, Sugar on-premise customers moved to a predictable annual release model, aligning the cloud and on-premise offerings with each year’s Spring release. Each year, the on-prem release rolls up new features from the preceding Sugar Cloud releases.

8 Updated B2B Sales Prospecting Strategies To Think About NOW Before You Start Another Quarter

Sales Hacker

Every business runs like a B2B sales prospecting operation. You head out to a territory (market) where you can mine (generate) something valuable, then sift (qualify) good finds from the bad. You then focus on refining (nurturing) the good finds and attempt to make a hefty profit by selling value to the best buyers. For B2B organizations, customers now represent the new gold to be desired and the sales team’s pipeline the new gold mine to be developed.

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Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

10  Top of Funnel Fundamentals

Score More Sales

Whether you are new in your sales role or have been in sales for a while, it is easy to get wrapped in in the latest new sales tool that could help you, or that one magic bullet to specifically help YOU in your role. boost sales sales enablement onboarding

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2 Simple Ways to Calculate Total Addressable Market (and how it will impact sales!)

DiscoverOrg Sales

What kind of grocery shopper are you? Do you take your time, comb every aisle, look at every option and add to your cart whatever looks good in the moment?

22 Terrible, Horrible, No Good, Very Bad Sales Phrases That Turn Prospects Off

Hubspot Sales

Words Not to Use in Sales. Sorry to bother you". I'd like to connect.". "I I thought you might be the right person to connect with.". Could you direct me to the right point of contact?". "Is Is it a good time to connect?". Can I tell you about. ?". Just checking in.".

Get Sales Territories Spring Training Ready with This Online Assessment


Spring Training in professional baseball is seen as the promise of a new season and as an opportunity for players to set a game-winning tone for the year.

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

Sales Tips: The Value of Process

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling®. Soon after starting my sales career I became aware there was a staggering list of things I needed to learn. The biggest challenge I faced was securing appointments with owners of small businesses.

Five Essential Facts You Need to Know about Sales Prospecting

Selling Power

Here are the facts when it comes to sales prospecting. Prospecting

8 Ways to Respond to the Objection "I Want to Think It Over"

Hubspot Sales

You have invested a significant amount of time, money, and energy into an opportunity. Then the buyer says they want to “think it over.” What should you do? Maybe it’s easier to begin with what you shouldn’t do. All too often, salespeople simply agree to postpone the decision and check in later.

4 Smart Strategies for Leading a Social Selling Team


Many organizations trying to initiate social selling initiatives face several challenges—sales people don’t consistently implement social selling techniques, have difficulty understanding how to get started, and so on. Social Selling

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

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Fast Lane Digital

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!)