Sat.Apr 08, 2017 - Fri.Apr 14, 2017

Field Marketing: A Measurable Difference in Pipeline and Revenue

Sales Benchmark Index

Corporate Strategy Podcast Sales Strategy b2b marketing Field Marketing genesys revenue contribution ted hunting vice president of marketing

Data-Agnostic? See How Data Quality Affects ROI in This A/B Test

DiscoverOrg Sales

If you consider various levels of quality—cars with lots of speed and no torque, or kitchen appliances with cheap motors—it’s easy to agree that quality affects user experience, good or bad, in a big way.

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Your First Rule of Sales Is Probably Not This One

Increase Sales

Have you ever read a article about selling that discussed the first rule of sales? I know I have. These articles usually refer to one of the following such as: People buy from people they know, like or trust. Ask open ended questions. Research your sales prospect. Understand your solution.

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The Future of Selling - Understanding This Crucial Sales Competency is More Important Than Ever

Understanding the Sales Force

Image Copyright donskarpo. While much about selling has changed in the past 10 years, most of the science behind sales excellence has not changed at all. While there have been a few changes to the 21 Sales Core Competencies , most of them have remained the same as well.

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.

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Why You’re Wrong about Phone Scripts

Inside Sales Training

Next week, I’ll be presenting two breakout sessions at the Microsoft sponsored AA-ISP’s Leadership Summit in Chicago. If you’re going to that event, make sure and email me so we can meet during the conference: Info@MrInsideSales.com. You can read more about the event here.

Is Your Top Rep Superman or Just a Super Territory?

Sales Benchmark Index

Article Corporate Strategy Sales Strategy sales leader sales territories sales territory Senior Vice President of sales SVP Sales territory alignment territory design

How Technology is Influencing New Purchase Mortgage Strategies

Velocify

Lenders leveraging technology are finding new ways to gain a competitive advantage. The latest weekly survey from MBA reports the unadjusted Purchase Index increased by five percent and is three percent higher than the same week last year.

Fog Lines and Guard Rails on the Sales Leadership Road

Increase Sales

Possibly you may be wondering what do fog lines and guard rails have to do with traveling the sales leadership road? Probably more than you realize. Fog lines are the outside white lines that let you know you are close to running off the paved road onto the shoulder if there is a shoulder.

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.

Assessing Why Performers Perform and Non-Performers Fail – The Impact on Revenue, Profit and the Ability to Grow

Anthony Cole Training

IT STARTS WITH UNDERSTANDING PERFORMANCE. pareto principle close more sales assessing sales talent 80/20 Principle effective sales management consistent sales results

Should You Invest in Customer Success?

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy Sales Strategy customer success invest should I invest in customer success

Trials and tribulations of new sales managers

Sales Training Connection

Sales Manager. New sales managers often are promoted for their sales success – not sales management expertise. So what happens after the sales manager assumes the role and responsibilities of their new position?

Misalignment Continues to Be the True Foil Impeding Organizational Success

Increase Sales

By now many in the US and all over the world have heard about or viewed the video of the United Airlines passenger being forcibly taken off from the airplane. Here is a real time example of how misalignment continues to be the true foil impeding organizational success. As someone who avoids airline travel like the plague because of the hassle, it has been a long time since I actually read the policies stated when purchasing an airline ticket.

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

How to Eliminate the Need for Sales Motivation, Accountability and More!

Understanding the Sales Force

Image Copyright Sezer66. Sales Management is challenging. With coaching accounting for 50% of the role, it doesn't leave much time for anything else. Yet pipeline management, along with the ability to motivate, recruit and hold salespeople accountable are also required.

SDR Outbound Calls: Dead on Arrival

Sales Benchmark Index

Article Sales Strategy outbound SDR call Sales Development Rep Sales Development Representative scripted SDR talking points

10 Reasons Why I’m Proud to be Prospecting

The Sales Hunter

Without a doubt, the number one reason people don’t want to get into sales is because they don’t like rejection, and the thought of having to prospect makes their stomach curdle. Call me weird or call me an outlier, but here are my 10 reasons why I’m proud to have the privilege to prospect. (I’m I’m […]. Blog Prospecting high-profit prospecting prospect prospecting sales prospecting

What Makes a Sales Manager Awesome or Awful?

Score More Sales

Al Martin was the best sales manager I ever had. He led by example and you could often see a split second of decision making before Al would give you an answer based on his very clear sense of right and wrong. Once Al and I went in person to a sales call. The executive we were to meet with was running late. Rather than sit and wait, Al (who was about 6’5”) stood up in the waiting area and slowly paced – occasionally checking his watch.

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.

Find Your Joy; Find Your Success in Doing

Increase Sales

“Focus on the journey, not the destination. Your joy is found not in finishing an activity, but doing it.” ” Greg Anderson. How often do we fail to find joy? What would happen if our joy was directly connected to our doing something, whatever? Would we be more motivated; have more enjoyment and ultimately experience more success? All human being shared the same destination, that being death.

A Sales Process Worth Following

Sales Benchmark Index

Article Sales Strategy SBI on Demand adoption buyer journey buyer process buyer-centered chuck yeager early adopter sales process sales process adoption

Executive Sales Leader Briefing: Room in the Schedule to Learn?

The Sales Hunter

As many of you know, I am a big advocate for continually learning. I believe it is the only way we keep our sales skills sharp and our awareness high on new opportunities that may come our way. As a leader, how strong of a learning advocate are you for the people you lead? Are you a […].

Desperate and Fearful: Need Pipeline – Want Sales Lead Generation

Pointclear

Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. You can read the blog here. In that blog, I wrote: “When the pipeline is weak, desperation and fear take over. Sales/B2B Marketing execs feel intense need to do something, but are afraid to risk budget. So, they settle for a cheap solution—which is how mediocre sales lead generation firms survive.

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.

Speed Up Sales by Slowing Them Down

The Sales Leader

You may have noticed this interesting trend… Lost deals tend to be the same ones that stagnate during the proposal phase. That is, after completing a needs analysis, the deals that are ultimately missed are often the same ones that … Read More » Observations from the real World

Maximize SaaS Enterprise Value

Sales Benchmark Index

Corporate Strategy Podcast Sales Strategy ceo chief executive officer enterprise value growth strategies growth strategy mark logan saas

Sales Motivation Video: Don’t Send an Email. Pick Up the Phone!

The Sales Hunter

Challenge yourself this week to not rely so heavily on email! Pick up the phone and call that prospect or customer you want to reach. Don’t let yourself make excuses for not calling! There is no substitute for conversation. Check out the video to see what I mean: Copyright 2017, Mark Hunter “The Sales Hunter.” ” […]. Blog Professional Selling Skills Sales Motivation email motivation sales sales motivation telephone sales strategies

United Could Have Avoided Dragging Passenger Off Plane

A Sales Guy

Look sometimes “rules” and “regulations” blind us to the most obvious and simple solution and this was the case for United Airlines this weekend. United overbooked a flight. It happens, I get it.

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: A Deadly Approach to Initial Meetings

Customer Centric Selling

Sales Tips: Avoid the "People Like Me" Mentality in Initial Buyer Meetings. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Get Your ‘C’ Players Jobs with Your Competitors

Sales Benchmark Index

Article Corporate Strategy Sales Strategy SBI on Demand "A-Player" c player comp design compensation compensation planning compensation strategy incentive on target earnings OTE salary benchmark

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Perception Is All That Matters for Your Sales

The Sales Heretic

Every business speaker, blogger, podcaster, columnist, and comedian owes a huge debt of gratitude to United Airlines. In forcibly dragging a paying customer off an overbooked plane at Chicago’s O’Hare airport, United has given us all great content to use on stage, in print, and online.

Best Way To Motivate Your Reps: Take Away EXcuses

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Managers always ask, “How can I motivate my reps?” Of course, what they are asking is “How can I get them to do their jobs?”

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!)